Managing Hard Bargaining Behaviors in Negotiation

Extreme demands. Take-it-or-leave-it. Obstinacy. No listening. Exploding offers. These are just a few of the hard-bargaining behaviors that can thwart us when we negotiate with others. In this session, Bob Bordone, JD introduced participants to a framework for diagnosing hard bargaining behaviors in negotiation and then responding to them a way that doesn’t escalate, remains confident, and increases the possibility of returning to a mutual gains approach to negotiation.

Facilitator: Bob Bordone, JD, is Senior Fellow at Harvard Law School, former Harvard Law School Professor, founder and former Director of the Harvard Negotiation and Mediation Clinical Program. He is an internationally-recognized expert, speaker, author, coach, and teacher on negotiation, mediation, consensus-building, dialogue, and facilitation.

— IMPORTANT: This video will only be available until 9pm on Sunday, June 13, 2021. —