5. Attempt to get your opponent fired from his or her position so that a new person will take his or her place.
6. Intentionally misrepresent the nature of negotiations to your constituency in order to protect delicate discussions that have occurred.
7. Express sympathy with the other party’s plight, although in truth you don’t care about their problems.
8. Gain information about an opponent’s negotiating position by playing your friends, associates, and contacts to get this this information for you.
9. Feign a melancholy mood in order to get the other party to think you are having a bad day.
10. Make an opening demand that is far greater than what you really hope to settle for.
11. Pretend to be disgusted at an opponent’s comments.
12. Convey a false impression that you are in absolutely no hurry to come to a negotiated agreement, thereby trying to put time pressure on your opponent to concede quickly.
13. Give the other party the false impression that you are very disappointed with how things are going.