Just to be clear, I’m not suggesting these tactics will necessarily arise during every negotiation. However, you do need to be able to recognise them as being the times, when the other party is becoming desperate – because things simply aren't going their way.
Anyhow, here are some of the tactics they could use:
Confusion (Making a series of offers and counter-offers)
These are intended to unbalance you and cause a distraction.
Feigned Accommodation (Postponing discussion on delicate issues)
This is a smart move AND something you could also use – because such issues are more likely to be resolved, after investing more time and effort.
Seduction (Presenting their interests as really being part of what you're seeking) It’s rather clever – but deceptive.
Creating Uncertainty (And using that to force their desired outcome) If they can make you nervous, that will obviously help the cause.
Making Threats (And other such aggressive behaviour) Simply recognise these people for what they are – BULLIES.
Raising the Stakes (Being stubborn & demanding you make ever greater concessions) This is simply a clumsy way to negotiate. Respond with a conditional concession … “I could perhaps do that … If you could do this.”
Exploiting their Relationship with You (Difference in status; friendship; mutual esteem; an ongoing need to work together; etc) My view has always been that each deal needs to stand on its own merits. That shouldn’t involve damaging the relationship – but nor do you need to pander to the other party.
Manipulation (Trying to forcefully persuade you that it would be in your interests to give in to certain demands) Simply respond with: “Explained to me exactly why this is the case … OR just how does that work?” Doing so tends to unsettle the position.
Termination (Acting as if they are about to step out of the negotiation process – by making "take-it-or-leave-it" offers) A selling agent once told me his client would not entertain a due diligence period – therefore, we may as well stop negotiating. Ignoring that, I submitted a formal written proposal – knowing he was legally obliged to convey it to his client. Needless to say, we ended up achieving a DD period.
So hopefully, by identifying these common disruptive Tactics … this will equip you with a handy Checklist going forward.