Hard bargaining involves the negotiation of positions, rather than interests.
It is highly competitive, seeing victory as the number one goal. Hard bargainers, according to Fisher, Ury, and Patton, see the participants as adversaries, and demand concessions as a condition of the relationship. They distrust the other side and play sneaky games to try to gain the negotiating advantage. For example they will hold firm to their opening position, refusing to make concessions, they may mislead the opponent about their bottom line and demand one-sided gains as the price of an agreement. They will apply tricks and pressure in an effort to win what they see as a contest of will.