How Do You Know When it’s Over?
In martial arts, either of the following two things will occur to signal the absolute end of the tournament: Time runs out or, in the case of sudden death, the referee clearly designates a winner. There’s no doubt in the minds of the fighters or the audience that the contest is over.
However, in a negotiation the end is not always so clear. If you are working out the price of a product or service, it’s as clear as a martial arts tournament; you are finished when both parties agree on a price. Simple. However, if you are negotiating a complex transaction like the purchase of a house, you must keep referring to the contract to see where remaining points of disagreement exist. The more possible combinations of offer ...
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