Field, Anne. “How to Negotiate with a Hard-Nosed Adversary.” Harvard Management Update (March 2003).
If you go into a negotiation expecting to meet a tough opponent, you just might get one. But with careful preparation and the right game plan, you can turn the tables on an aggressive opponent. Don’t take your opponent’s tough guy reputation at face value. Consider reducing the time you have to spend with the tough adversary, plan your comebacks ahead of time, research all the options you have, and then, finally, identify your BATNA (best alternative to a negotiated agreement). By taking this advice to heart, you’ll be surprised by how easy your next negotiation will be, even if your adversary has a tough reputation.