Carrot-and-stick negotiation

Overview

Carrot-and-stick negotiation a type of behavior displayed during negotiation. It is characterized by offering incentives ("carrots") and disincentives ("sticks") to persuade the other party towards one's desired course of action, without regard to what would be the best course.

This behavior only makes sense if the actor is uninterested in altering their goals in the light of new facts, and is therefore essentially psychopathic in nature.