The Bully (aka UAW Negotiator)

The Bully negotiates by yelling and screaming, forcing issues, and threatening the other party. Most folks who are bullies aren't that smart and don't really understand the issues; rather, they try to win by force. There are two ways to deal with bullies: punch them in the nose or mellow out so much that you sap their strength. If you can out bully The Bully, go for it. But if you are wrong, then you've ignited a volcano. Unlike the children's playground, getting hit by The Bully during a negotiation generally doesn't hurt; so unless this is your natural negotiating style, our advice is to chill out as your adversary gets hotter.