Dealing with the 'Irrational' Negotiator
HBS's Working Knowledge has a great article on dealing with irrational negotiators. Mistake 1 : They are not irrational - they are uninformed Mistake 2 : They are not irrational - they have hidden constraints Mistake 3 : They are not irrational - they have hidden interests After having dealt with a couple of people who seemed to be irrational - this provides a good framework on how to approach these negotiations.