Hard vs. Soft Scenarios
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Getting to Yes - A series of three narratives illustrating mixtures of hard and soft approaches with BATNA ideas
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- 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
- Opening
- Saw your ad for the car, are you still asking for $3500?
- Yeah, that's what it's worth, by the book.
- Bargaining
- Well, would you consider $2500?
- I could go as high as $2800, I suppose.
- I could do $3200, but definitely not $2500.
- Result
- 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.
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