Hardball Negotiations: Vendor Ploys and Buyer Tactics

How to Spot and Deflate Down-and-Dirty Hardball Negotiation Ploys

If you’re looking for a book on win-win “getting to yes” feel-good negotiations, this is not that book. In Hardball Negotiations: Vendor Ploys and Buyer Tactics, author, attorney, and procurement expert Stephen Guth shines a scorching light on the dark art of down-and-dirty hardball negotiations. Written by a buyer for buyers, he shares over 20 years of real-life experience dealing with hardball negotiators and slimy vendors. You’ll learn how to spot vendor ploys, stop them in their tracks, and deliver your own withering buyer tactics. Learn how you stack up against your worthy adversary—the vendor—and their favorite ploys: Funny Money, Pop-Tart, Surprise!, Best Friends Forever, Flock of Seagulls, Car Dealer, Take It or Leave it, Cheap Shots, Misdirection, Policy Parrot, Parasite, and more. Guth not only explains what buyer tactics to use, when, and how, but he also covers the science behind why his game-changing tactics work: Drop the Anchor, Quid Pro Quo, Law of Diminishing Concessions, Schmooze or Lose, Coffee and Donuts, Torture Chamber, Bluffing, Monkey See – Monkey Do, Lie Detector, Salami Slicing, The Great Equalizer, and more. Guth packs this negotiation playbook with over 50 ploys and tactics that will amp up your negotiation game. Ready to get your game face on?