Chapter Six
Get the No-Deal Options Right
MANY INEXPERIENCED NEGOTIATORS think that they must hang on at all costs until a deal is done. But they’d be wise to listen to the words of Robert Rubin, former U.S. Secretary of the Treasury and cochairman of Goldman Sachs: “When others sense your willingness to walk away, your hand is strengthened . . . Sometimes you are better off not getting to yes.”1 Both the perception and reality of no-deal options play a key role in most negotiations. Let’s get really basic for a moment: contrast two distinct situations in which you might negotiate with a new car salesperson.
- Situation 1: The salesperson has the strong impression that you have firmly decided on the car of your dreams—call it car A—and it is ...
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