Best Practices in Negotiation: A Walk Is As Good As a Hit
few prospects that declined, the ones that defied my ostensible success and remained steadfastly outside of my orbit. At the time, I was more than perplexed that they held out.
It offended me, which tells you how much I took success for granted.
But now, I see one important fact of negotiation that eluded me.
We don’t control nearly as many of the variables in bargaining as we think. When people decline, or a deal falls through, or we meet with unusual resistance, it is a good time to appreciate we simply aren’t right for everyone or every situation.
Step back, and contemplate matters. Call a time out. Regroup.
An old adage from “love literature” comes to mind: A tempestuous courtship means a tempestuous relationship will follow.
Let’s say it takes you an unusually long time to open discussions and then to sell a client. You might
