2. What is it?
Hardball negotiation tactic
Often makes negotiations personal, rather than focusing on the
issue at hand
Feeds off of insecurities
The goal is to make the opposition frustrated or flustered,
ultimately reaching the goal of obtaining a better deal
Does not generally consider future deals or relationships
3. Key issues with
this tactic
Tarnishes future relationships and deals
Creates a bad image for yourself as well as who you represent
It can backfire and decrease your negotiating power
Teachable example: PresidentTrump’s relationship withCNN
4. Tarnishing
future
relationships
and deals
Example: “White House suspends CNN’sAcosta afterTrump
Confrontation”
Shows how past relationships between CNN and the president
may have affected this journalist
Neither side likes each other, so both are quick to jump to an
argument
5. Creating a bad
image
Trump calledAcosta a “rude terrible person”
On the other side, Acosta says he was personally attacked for
asking important questions
This scenario works both ways, if you support trump you may look
at Acosta as the bad guy, if you support CNN you may seeTrump
as a bully who dodges questions
All around it hurts both parties
6. Backfiring
They may not want to negotiate with you anymore
Effectively kills the deal
Trump no longer wanted to speak about these issues, affecting
the quality of the information that Acosta obtained
Acosta was asked to leave and as a result was suspended from
white house press conferences.
7. Conclusion
Generally a bad negotiating technique
Most effective in one time deals where you need to get the most
that you can
If you use it, it may affect future deals, relationships, and your
image
