What describes surface bargaining in negotiations?

Surface bargaining refers to a superficial or insincere approach to negotiations, where one or more parties may appear to be negotiating but do not genuinely intend to reach a mutual agreement. This practice often involves merely going through the motions, such as making comments or counterproposals that lack any real substance or intention of compromise. The negotiator's behavior implies a pretense of engagement, while the actual objective is not to find a solution or consensus.

In contrast to other negotiation strategies, such as negotiating with the genuine intent to reach an agreement or engaging in meaningful dialogue to resolve issues, surface bargaining is characterized by its lack of depth and openness. It may involve feigned interest in the other party's position or a reluctance to move beyond predetermined positions. As a result, surface bargaining typically leads to frustration among negotiators and can harm relationships and future negotiations.

Understanding this concept is crucial for recognizing effective negotiation tactics versus ineffective ones, and it highlights the importance of sincerity and good faith in achieving fruitful negotiation outcomes.