Hardball: Negotiate Your Way To Long-Term Failure

Maybe being a hardball negotiator isn't the best idea.

In their study, 134 participants were paired as buyers and sellers in a price negotiation. Sellers paired with more-deal-hungry buyers were left with a bad taste: They were less satisfied with the negotiation outcome, found their buyers to be less likeable, expressed less willingness to work with those buyers in the future, and were less generous with the buyers in allocating money in a follow-up exercise to the negotiation experiment. The buyer may have gotten a good deal in that one negotiation, but if he or she hopes to build a relationship with the seller, that short-term result may not be very helpful to long-term interactions.