Getting to Yes - A series of three narratives illustrating mixtures of hard and soft approaches with BATNA ideas
Both negotiating parties try to push the other towards a desired position, and are not willing to compromise. This can result in "lose-lose" situations if the parties have bottom lines that are mutually exclusive.
Hard vs. Hard
Saw your ad for the car, are you still asking for $3500?
Yeah, that's what it's worth, by the book.
Well, would you consider $2500?
I could go as high as $2800, I suppose.
I could do $3200, but definitely not $2500.
Well, I guess I have to make another insurance payment. I should have gone down to $3000.
Great now I'm going to have to rent a car this weekend. I should have just offered to pay the $3100.
Hard vs. Soft
Both negotiating parties try to push the other towards a desired position, but the soft negotiator is willing to make sacrifices to preserve the relationship of the negotiators. In these negotiations, the result is almost always a "win" for the hard approach, and a "lose" for the soft approach.
Hey, John, Maria told me you were selling your car. I'm in the market for one.
Well, I was really hoping to spend $2500.
$3100 is my absolute bottom line.
Just because we're neighbor's doesn't mean I can give you a discount. It's worth $3500.
Alright! I got rid of that old clunker, exactly like I planned.
I'm glad I could buy the car, I guess, but I wish I hadn't paid so much.
Soft vs. Soft
Both negotiating parties try to push the other towards a desired position. In these negotiations, the result can often be a "lose-lose" where both parties walk away from a "successful" deal dissatisfied with the results.
Hey, John! Maria told me you were selling your car. I thought I might take a look and help you out.
That's right. I'm asking $3500 for it.
Well, I guess it's only fair to pay you what it's worth...
Well, I really couldn't spend much more than $2500.
I wouldn't do this for just anybody, but I could let it go for $3000, I suppose.
I really wish I had gotten more, but at least Danielle has a new car now.
Thanks, Danielle! I really need to sell it. I was hoping to get $3500.
Well, that is a fair compromise...
I don't need a new car! What was I thinking? I'm glad I could help John though.