This is a PowerPoint that goes over a hardball tactic that is used within negotiation, Belittling Your Alternative.

1. Belittling your Alternatives
Created By: Kelby L. Schwender
Business Administration student, Penn State

2. Brief Description Of The Tactic
Belittling Your Alternative
BATNA
Best Alternative to a Negotiated Agreement. The true measure by which you
should judge any proposed agreement. It is the only standard which can protect
you both from accepting terms that are to unfavorable and from rejecting terms it
would be in your interest to accept.

3. Two Concept Theories About This Tactic Tied To
Identified Research (Continue to next slide)
1. Harvard Program on Negotiation warns against situations where your opponent tries
to diminish the value of your BATNA to gain additional leverage. They go on to
highlight an example where a recruiter might find out that you have an offer from a
rival firm, he/she might disparage the firm in an attempt to make your BATNA less
appealing to you and get you to agree to a deal. REMEMBER your counterpart has a
vested interest in seeing you think poorly of your BATNA.

4. (Continued) Two Concept Theories About This Tactic Tied
To Identified Research
2. According to MAX FACTOR III and some other major affiliated sources; Belittling the Other Party’s Alternatives
in order to create an undisciplined response is a good example of a Common Hardball Tactic. During a negotiation
there are some things you need to practice so no undisciplined responses occur.
● Mel Robbins; American on-air CNN commentator, television host, author, and motivational speaker;
recommends everyone to count backwards starting at 5 before making any decisions.
● Remain calm and be relaxed; know what you want but do not push too hard
● Watch how you say things and watch the meaning of things you say; think BEFORE speaking
● Use time to your advantage; do not rush
**Watch Mel Robbins on Tom Bilyeu’s, Impact Theory
https://www.youtube.com/watch?v=LCHPSo79rB4&t=575s
Reach a PEACEFUL end

5. Two Effective Counters
● According to Geoffrey James, Contributing editor, Inc.com; there are “4 Dirty Negotiating Tricks” that you or
your counterpart may use while negotiating. James goes to show how to counter those tricks.
1. Pretending to have cold feet.
2. Surfacing an unreasonable requirement.
3. Requesting a last minute discount.
4. Stretching out the process.
● Example from: Requesting a last minute discount-
Wrong:
● Prospect: The deal is off unless I get a
10% discount.
● You: Okay, I'll make that change.
● Prospect (thinks): This bozo was trying
to overcharge me!
Right:
● Prospect: The deal is off unless I get a
10% discount.
● You: I don't play the games that some
of my competitors play. You will
always get the best price from me the
first time around. If we need to remove
something from the quote to meet your
budget, we can certainly do that.
● Prospect: Never mind. Let's get this
done.

6. One Real-World Negotiation Where This Tactic Was Used
Customer Needs- A salesperson knows that a customer needs their product to solve a problem and that there are no feasible alternatives on
the market. As such, the customer's BATNA is to live with the problem. In this situation the salesperson may offer a small discount but not
be pushed any further as they have a strong position.
Sales Target- A customer can sense that a salesperson hasn't hit their sales target and it is almost the end of the financial year. As such, the
salesperson's most likely BATNA is to miss their sales quota. As such, the customer is confident to push for heavy discounts and is willing
to close the deal quickly so that the salesperson can achieve their sales target.
Customer Preference- A salesperson gets the sense that a customer strongly prefers their product to alternatives in the market. The
customer's BATNA is purchasing their second preference. The salesperson is therefore confident that a minor discount will be enough to
close the deal.
Talent- An employer is aware that a particular candidate is in high demand and likely has other offers to consider. The employer is also
aware that the candidate's knowledge is critical to their strategy. Therefore, the candidate has many good alternatives to a deal and the
employer will risk strategy failure if a deal isn't reached. In this situation it is in the candidate's interests to push hard and the Employer's
interests to be accommodating.

7. Tips
1. Two (or More) BATNAs Are Better than One.
2. Don’t Reveal a Weak BATNA.
3. Don’t Let Them Diminish Your BATNA.
4. Research the Other Party’s BATNA.
5. Assess “Two-level” BATNA.
6. Beware a Sense of Entitlement

8. References/Links
● James, Geoffrey. “4 Dirty Negotiating Tricks (and How to Counter Them).” Inc.com, Inc., 6 Aug. 2013,
www.inc.com/geoffrey-james/how-to-thwart-4-dirty-negotiating-tricks.html
● Shonk, Katie. “6 Bargaining Tips and BATNA Essentials.” PON - Program on Negotiation at Harvard Law School, 6 Aug.
2018, www.pon.harvard.edu/daily/batna/bargaining-tips-batna-essentials/
● “7 Examples of BATNA.” Simplicable, simplicable.com/new/batna.
● http://www.factoradr.com/docs/How%20To%20Use%20%26%20Defuse%20Hardball%20Bargaining%20Tactics.pdf