You did it? Yes, run if the other negotiator is in bad faith or not viewinging the truth. No business relationship is worth the risk and the inevitable pain of dealing with serious individuals and organizations. After learning that they are using a marked deck, would you continue to play cards with someone? Run! Don`t leave and don`t leave the door open. Let them know that you don`t have the time or interest to do business with those who don`t understand the meaning of the words TRUTH and INTEGRITY. With backup options, it will be easier to go. This way you know that you don`t need to stay in the current offer or current agreement if the conditions get bad. If the deal can`t be reached without violating your previous walk-away decision, then leave, but just leave. Make their position and reasons clear, leave them politely, let your opponent know that you think what you are saying, but always leave the door open to them to reopen the discussion after confessing your question (s) to walk away. Never reassess your « Walk-away » position while you are sitting at the table. Too often I have seen this under the guise of « new information, » a code for « giving. » Many people associate a loss when they separate from a transaction or lose a transaction. The categorization of departure as a loss or a bad event triggers these normal feelings of loss in us as human beings.
Make the start a logical decision, not an emotional event. What were the things that prompted you to leave the negotiations? It`s just business. So if you`re away from a bad deal, you know you`re doing the right things for your business not to lose a part of yourself. With the answers to these three questions, we are ready to start negotiations. I do not believe in the attitude in which some negotiators have invested large reserves, such as opening first. B and how, etc. What I believe is THE TRUTH in negotiations, as in all interpersonal matters. Truth and openness are of the utmost importance to build trust between teams. However, that doesn`t mean you should absolutely, go back to the Kenny Rogers song, show all your cards at once. Finally, negotiation is only a more formal variant of the common market negotiations.
It is a matter of giving and receiving and perceiving the value of each party. They offer; they retaliate. They respond, and that`s the way it is. It is for this reason that it is so important to understand clearly, before the beginning of the piece, the structure of this « great deal » from both angles. But what if there are exclusive components for both teams to achieve this « great business »? In your previous analysis, you are already thinking about it and you conclude what it takes to give and receive for both teams to find the best possible compromise, a little less than a « big deal », perhaps now only a « good deal ». Of course, not everyone has the luxury of refusing to the same extent, and you may feel more pressure to take one order at a time than you would to another.