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All Cooperative Say Yes Persistence Push Back Surrender Walk Away Alternative Bargain Choice Fallback

Famous G. Richard Shell Quotes

“The more the other party needs what you can offer, the more they will feel the loss if you walk away. And the more likely they are to say yes to your terms.”

Loss Need Walk Away Terms Say Yes

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People

“Develop a specific alternative as a fallback if the negotiation fails. If you can’t walk away, you can’t say no. Too often, cooperative people leave themselves without choices at the bargaining table. They have no alternatives planned if negotiations fail. Coaching note: your preparation must always include plan B. Life will go on if there is no deal, so find out what your alternatives are, work on improving them, and bring a clear vision of them with you to the negotiation. Remember the lesson of Janie Rail in chapter 6. Build your own railroad if you have to. There is always an alternative.”

Choice Negotiation Plan B Alternative Bargain Walk Away Say No Cooperative Fallback

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People

“Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: “Can you do better than that?” If the other side says no and you feel you can sustain the process for another round, ask for help understanding why that is the best they can do. If their answer makes no sense, share your confusion. You will get farther with a little polite persistence than you will by quick surrender.”

Surrender Persistence Say Yes Cooperative Push Back

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People

“Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: “Can you do better than that?”

Surrender Persistence Say Yes Cooperative Push Back

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People