I’ll stay calm, focus on facts over emotions, and use active listening to understand their tactics while steering the conversation toward mutually beneficial solutions.

Acknowledge the tactic for what it is – a psychological ploy. You need to remain composed and not let the act influence your decisions. This awareness can help you maintain composure and avoid being manipulated. While it may be tempting to react strongly to the "bad cop," doing so may play into their hands. Instead, respond calmly and professionally to maintain control of the conversation. Don't hesitate to articulate your feelings during negotiations. Saying phrases like "I'm surprised" or "I'm confused" can help clarify the other party's intentions and encourage more transparent communication.

I’d start by focusing on facts, not ego, ensuring that I stay grounded in data and logic rather than emotional reactions. I’d reframe power plays as opportunities to understand the other party’s motivations, using curiosity to diffuse tension. By staying generous but firm, I’d offer concessions that create goodwill without compromising my core objectives. I’d use strategic questioning to shift the dynamic, prompting the other side to engage in problem-solving rather than posturing. Through calm persistence, active listening, and a focus on shared value, I’d turn power struggles into productive discussions that benefit both sides.

Mental & Strategic Tactics First Principles Thinking: Strip away the emotions and focus on core facts—what is being negotiated and why. Identify Non-Negotiables: Know your red lines before walking into the negotiation and stick to them. Reframe the Power Dynamic: Recognize that both parties need something—don’t undervalue your position. Silence as a Weapon: Don’t rush to fill awkward silences; let the other party feel the pressure to speak. Ask Tactical Questions: Instead of arguing, ask questions that expose weaknesses in their position. Slow the Pace: If they’re pushing aggressively, take control by pausing, re-evaluating, or requesting a break. Leverage Alternatives: Always have a solid alternative to reduce dependence on the deal.

A counter-intuitive truth about negotiation power plays: Their existence signals opportunity, not threat. Why? If someone's using power tactics, they're still at the table, meaning they need something from you. Instead of getting rattled by information asymmetry, deadline manipulation or resource control tactics, reframe them into solvable problems. Every power play masks underlying needs that can be addressed. The key is staying grounded in this reality: Great negotiations aren't about power, they're about finding mutual solutions. Focus on documenting everything, maintaining alternatives, and converting intimidation into problem-solving discussions.