Here are seven common negotiation tactics you should recognize. Understanding these tactics will help you identify when they are being used—and respond effectively.
- Carrot and Stick
This tactic combines reward and punishment. The “carrot” offers incentives or concessions, while the “stick” introduces pressure or negative consequences. The goal is to push the other party toward agreement by alternating between encouragement and pressure. - Good Guy / Bad Guy
Two negotiators take opposing roles: one is aggressive and demanding (the “bad guy”), while the other is friendly and understanding (the “good guy”). The intent is to make the good guy’s position seem more reasonable, encouraging you to concede. - Walk-Away (“I’m going to walk away”)
This is a powerful tactic where one party signals they are prepared to leave the negotiation if their terms are not met. It can force concessions if the other party believes the threat is genuine. However, it only works if you are truly willing—and able—to walk away. - Hardball
Hardball tactics involve taking an uncompromising position and applying consistent pressure. This may include refusing to make concessions, setting firm deadlines, or using rigid demands to force movement from the other party. - Highball / Lowball
This involves starting with an extreme initial offer—either very high or very low—to anchor the negotiation in your favor. The expectation is that the final agreement will settle closer to your preferred outcome after concessions are made. - Intimidation
Intimidation uses fear, authority, or pressure to influence the other party’s decisions. This can include aggressive tone, implied threats, or leveraging status and power to gain an advantage. - Aggressive Behavior
This includes confrontational communication, raised voices, or overly forceful language. The goal is to unsettle the other party and push them into making concessions. While it can be effective in the short term, it often damages relationships and trust.