[BeetleB]

> If you cannot give an ultimatum then you can always be pushed around.

No finer example of false dichotomy than this.

Hers is a textbook example of how not to negotiate. By textbook, I mean literally every textbook on negotiations that I've read.

Ultimatums are a tool of last resort, and they all caution their high failure rate. It also is typically a signal of a weak person.

[boppo1]

>literally every textbook on negotiations

Aside: can you recommend the best ones? Getting to Yes is all I've read, but it seems a little 'fluffy'. I want something more rigorous, perhaps with game theory and models.

[BeetleB]

> I want something more rigorous, perhaps with game theory and models.

I haven't read any of those. The thing is, those are great for longer term negotiations, but not for short term day to day ones - you don't have the luxury of evaluating things from a game theory/model perspective. Even Getting To Yes is a bit poor in that regard.

[boppo1]

So which ones/resources do you like for day-to-day negotiations?