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G. Richard Shell Biography

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“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.”

ChoiceNegotiationPlan BAlternativeBargainWalk AwaySay NoCooperativeFallback
Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People
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“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.”

SurrenderPersistenceSay YesCooperativePush Back
Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People
Create image

“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?”

SurrenderPersistenceSay YesCooperativePush Back
Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People
Create image