Approach

  • Be soft on the people; hard on the problem.
  • Apply pressure.
  • Change your position easily.
  • Focus on interests, not positions.
  • Distrust others.
  • Make concessions to cultivate the relationship.
  • Develop multiple options to choose from; decide later.
  • Insist on your position.
  • The goal is agreement.

Soft Bargainer

Hard Bargainer

    Principled Bargainer