Ending the Contest Gracefully
Most white belt negotiators are so glad the bargaining process is over that they quickly shake hands, smile, and head for the exit. But this hurried departure leaves the other party wondering if he or she got such a good deal after all and may cause the person to try to renegotiate later. Resist the impulse to leave the other party quickly. It looks like you’re trying to get away with something. Instead, take the time to end the bargaining session in a gracious matter.
The first thing to do at the conclusion is to congratulate the other party for having negotiated a good deal. Right away, this simple act makes the person feel good about having done business with you.
Second, point out the benefits of the deal as ...
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