Best Practices in Negotiation: A Walk Is As Good As a Hit
did it come to this?” you’ll ask yourself at three in the morning, over a glass of milk or something stronger.
The other day and I came across the movie, “A Bridge Too Far,” about a World War II battle of attrition, a bog that should have been avoided.
If you’re finding a negotiation partner too resistant, especially early in your discussions, take that as a cue to cease activity, to end your session as quickly, yet politely as possible.
Don’t push your way to a victory that could mire you in defeat.
To borrow from baseball, in that case, to “Walk is as good as a hit.”
Dr. Gary S. Goodman is a top speaker, sales, service, and negotiation consultant, attorney, TV and radio commentator and the best-selling author of 12 books. He conducts seminars and speaks at convention programs around the world. His original course, “Best Practices in Negotiation” is offered at UCLA and UC Berkeley Extension, and his new audio program is Nightingale-Conant’s “Crystal Clear Communication: How to Explain Anything Clearly in Speech & Writing.” He can be contacted about professional speaking, seminar, and consulting opportunities at: gary@customersatisfaction.com.
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