What negotiation tactic involves one party aggressively pushing for specific terms?

Brinksmanship is a negotiation tactic characterized by one party taking highly aggressive stances to force the other party to concede to their specific demands. This strategy involves creating high stakes, typically by pushing the limits of the negotiation, potentially risking a breakdown in discussions as a means to extract concessions.

In the context of real estate negotiations, a party employing brinksmanship might make assertive demands or threaten to walk away if their terms are not met. The intention is to create pressure on the opposite side to relent and agree to terms that favor the party using this tactic. This approach can be effective, but it also carries the risk of damaging relationships and trust, which are crucial in real estate transactions.

Other negotiation strategies have different focuses; for example, a win-win approach aims for mutually beneficial outcomes for both parties, while principled negotiation seeks to address needs and interests rather than positions. A compromise strategy suggests that both parties would give up elements of their demands to reach an agreement, which contrasts with the aggressive stance of brinksmanship.