"Black Hat (BH) - tough, unyielding. White Hat (WH) - generous, compromising. Experiments show that negotiations proceeding from BH to WH (e.g. begin with a tough stance, few early concessions, followed by larger concessions) are more effective than negotiations that flow WH to BH (e.g. begin with generous concessions and move to tough, unyielding positions). A BH/WH approach will produce more concessions from the other party because a person who has been dealing with the BH feels relieved to now be dealing with the WH. A WH to BH approach produces the opposite effect and many times leads to deadlock."
