2. What is it?
• ‘Hard-bargaining’ technique
• Relies on making more and more demands
• Forces opponent to concede
3. Concept theories
• There is a belief that concession is likely out of fear, as more
demands make one seem like they mean business
• The newer demands essentially are designed to push the other
party to a breaking point and concede
• This method is quite frustrating and more or less “forces” the
other party to accept that their opponent’s initial demands are
the absolute minimum
• This can cause people to concede to more than they are normally
willing to, out of fear of upsetting their opponent
4. Counters
• Call this technique out for what it is
• Be clear that you are only interested in a reciprocal exchange of
offers
• Let them know you have other options (BATNA)
5. Example
• A landlord and potential tenant are going over rent and utility
charges. The landlord subtly starts adding to the price and asking
that the his/her potential tenant pay for even more than originally
stated until they decide to either walk away or concede to the
original demands, which may have already been pretty harsh in
the first place