surface bargaining

Surface bargaining occurs when parties in a negotiation pretend to negotiate honestly but secretly have no intention of reaching an agreement. They go through the motions—discussing issues, making offers—while their true goal is to delay, stall, or undermine the process. This behavior often signals bad faith and can impede productive negotiations, as one side may be more focused on buying time or gaining leverage rather than genuinely working toward a mutual settlement. Recognizing surface bargaining is important to address underlying issues and encourage sincere negotiation efforts.