I read an article, Do Your Negotiating Techniques Create Value?, that denigrates (but in a nice way) hardball negotiation ploys and tactics. The article features Horacio Falcao, INSEAD Affiliate Professor of Decision Sciences. While I don’t agree with everything he espouses, I have to say I absolutely love the way he describes how people modify their negotiation techniques based on the potential duration of the business relationship. Essentially, if you think a first date is about as far as you’re going to go in a relationship, hardball and in-your-face negotiation techniques seem to be the norm (forgive all of the unintended innuendos). If marriage is a possibility, then you’ll be a little more collaborative. I have to admit that I’m sometimes more aggressive (and not as nice) on commodity or short-term deals. What about you?