Deliberate Deception
 

• Phony facts

• Ambiguous  authority

• Dubious intentions

Recognize

Defend!

Psychological Warfare
 

• Stressful situation

• Personal Attacks

• The Good-Guy/Bad-Guy Routine

• Threats

Stay or go for BATNA?

Positional Pressure Tactics
 

• Refusal to negotiate

• Extreme demands

• Escalating demands

• Hardhearted partner

Are you brave enough for more information?

You can read about it, you can talk about it. But to be prepared, you have to experience it first hand.