Cornered and in Conflict – When to walk without regret?
CORNERED AND IN CONFLICT – When to walk without regret
When to Walk
It is true that almost anything can be negotiated, with the right strategies and skill. However, any savvy negotiator will tell you there are times when keeping mum and/or choosing not to partake in any negotiation at all would work more to your advantage as a negotiator.
An easy situation to identify when not to engage in heavy negotiation would be those sticky “the customer is always right” scenarios. Even if it may not be true (and most of the time it isn’t!), happy customers are loyal customers. Other times, the lines between negotiating and not negotiating is easily blurred. Here are some clear situations when it is never wise to start negotiating.
If the other side starts showing signs of acting in bad faith, take a step back. This applies to when they ask for something that is illegal, unethical and/or morally inappropriate. Have no doubt that continuing such deals will only cost you in the long run. When you find yourself in a position where you have a lot to lose, choose your options rather than negotiate. This happens when you have massive stakes in the outcome.
Cutting losses is a big concern for any company. When this concern proves to be more important, don’t negotiate-this usually happens when you are sold out. Running at capacity indicates you have no leeway and nothing extra to bring to the table for negotiation.
Unless another window of opportunity arises, which is unlikely in a short time frame, instead of negotiating, raise your prices instead. Hard bargaining tactics can blindside you, so remember to ask yourself if the price is worth the cost!
In their best-selling negotiation book Getting to Yes, Roger Ury and William Fisher clearly lay down the four fundamental principles of negotiation-separating the people from the problem, focus on interests not positions, invent options for mutual gain and insist on objective criteria. That being said, be discerning and forward-looking when planning your negotiations.
Are you able to generate clear strategies for each of the criterion above? Would yielding now give you better dividends in the future? It is easy to get caught in the heat of the negotiation, and only human nature to want to come out the winner in a conflict. But when the results is of little to no importance to you, the best solution is sometimes to call it a day. There is obviously no point in negotiating with someone when you are getting little value in return
is All it Takes
to Know a Little More
When you find yourself in a position when you have a lot to lose, choose your options rather than negotiate.
Hard bargaining tactics can blindside you, so remember to ask yourself if the price is worth the cost!
When the result is of little to no importance to you, the best solution is sometimes to call it a day
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