How can I use a mutual gains approach with a hard bargainer facing me?

Published July 9th, 2008 by Hal Movius

It takes additional work, but there are worthwhile moves that can avert defaulting to unproductive positional threats, bluffs, and concessions.  When faced with take-it-or-leave-it offers, the MGA negotiator does four things:  1) asks questions about why the offer is elegant - how  does it meet key interests on both sides?  2) floats multiple packages to ascertain the relative importance of different interests, in cases where the counterpart is unwilling to discuss this; 3) improves his/her BATNA and signals a willingness to walk away if necessary; 4) coaxes additional parties to the table who may bring new information and/or problem-solving skills.