Case questions
Negotiator A offers a very high price for a service at the start of negotiations. Negotiator B is shocked.
Which hardball tactic is being used?
Highball / Lowball — starting with an extreme offer to anchor the negotiation.
Name three common hardball tactics mentioned
Good cop / bad cop
Highball / Lowball
Chicken
Snow job
Intimidation
What is the largest planet in the Solar System?
Jupiter
Company A wants to buy a shipment of raw materials from Supplier B. Supplier B says:
“If you don’t accept our terms by the end of today, we will sell it to another company.”
Which hardball tactic is being used, and why is it effective?
Tactic: Threat / Warning
Effectiveness: Forces quick decision-making by introducing a negative consequence, increasing pressure on the buyer.
What is zero-sum mindset?
This mindset in negotiation assumes one side’s gain is the other side’s loss.
How much does a chocolate croissant cost in our canteen?
450tg
Negotiator A is aggressive and keeps interrupting Negotiator B. Negotiator C, a colleague, stays calm and sympathetic, trying to calm B down.
Which tactic is Negotiator A using, and how could Negotiator B respond?
• Tactic: Good Cop / Bad Cop
• Counter-strategy:
• Recognize the pattern of manipulation
• Focus on facts and your negotiation goals, not emotions
• Deal directly with the “bad cop” while ignoring the theatrics
According to Fisher & Ury, what is the main risk of positional bargaining?
It may achieve short-term gains but often damages trust and long-term relationships.
Stand up, spin around twice, jump twice, and shout “Bibizhamal teacher is the best!❤️🔥”
👏🏻 great job!
Supplier initially quotes $100,000. After negotiation, the buyer gets it down to $90,000. The next day, the supplier suddenly says:
“Sorry, I meant $120,000. Take it or leave it.”
Meanwhile, the buyer notices similar products at lower prices in the market.
Identify the hardball tactics used and propose a strategy for the buyer.
• Tactics:
• Reversal / Extreme demands (suddenly raising the price)
• Ultimatum / Take-it-or-leave-it
• Strategy:
• Stay calm, do not react emotionally
• Gather market data to support counter-offer
• Be prepared to walk away if terms are unreasonable
Name two alternative approaches negotiators can use instead of hardball tactics and tell about them.
principled negotiation and integrative (win–win) negotiation
Who was the khan that united the Kazakh zhuzes in the 18th century?
Abylai khan