Mind and Heart of the Negotiator, Second Edition, The

Tough versus Soft Negotiators

Negotiators often make the mistake of choosing between one of two completely different negotiation styles or approaches: being tough or being soft (Bazerman and Neale 1992). The tough negotiator is unflinching, makes high demands, concedes very little, holds out until the very end, and often rejects offers that are within the bargaining zone. In contrast, the soft negotiator typically offers too many and too-generous concessions, reveals his or her reservation point, and is so concerned that the other party feels good about the negotiation that he gives away too much of the bargaining pie to the other party. About 78 percent of MBA students describe their style as “cooperative”; 22 percent describe themselves as ...