would consider improper and in bad faith if used against you. It may be useful at the beginning of the negotiation to say, “Look, I know this may be unusual, but I want to know the rules of the game we’re going to play. Are we both trying to reach a wise agreement as quickly and with as little effort as possible? Or are we going to play ‘hard bargaining’ where the more stubborn fellow wins?” Whatever you do, be prepared to fight tricky bargaining tactics. You can be just as firm as they can, even firmer. It is easier to defend principle than an illegitimate tactic. Don’t be a victim.
