Usually a tougher bargaining-one using a more extreme opening position, fewer concessions, and/or smaller concessions-can obtain a more favorable fail agreement. There appear to be exceptions to such a conclusion, however. Never making a concession may be responded to by the other side in a similar fashion, leading to little or no convergence in the bargaining interaction. When time allotted to bargaining (or that which is left) is very short and when not reaching an agreement is clearly disadvantageous, toughness may be a poor strategy because it could result in no agreement.

Question

Quizplus · Accepted Answer

While a tougher bargaining strategy can often lead to a more favorable agreement, there are exceptions. If neither side makes concessions, there may be no convergence in the negotiation. Additionally, when time is short and not reaching an agreement is disadvantageous, a tough strategy may not be the best approach.

Usually a Tougher Bargaining-One Using a More Extreme Opening Position