Bluff

Description:  Bluffing is a polite word for lying or misleading.

In negotiations, the most common reason for bluffing is to inflate your BATNA and make it seem like your position is stronger than it really is.  Remember that what you call “bluffing” might be interpreted as “fraud” by your counter-party – and the courts.  Once a bluff has been called, it seriously undermines the relationship and possibly the transaction itself.

Intent:  Grab value

Style:  Competitive

Counter:  Call the bluff.  Ask for proof, documentation and guarantees.

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