Chapter 6
Follow Up
Ending a negotiating situation is a heady experience. We can walk away exhilarated, fatigued, frustrated, or relieved among myriad other reactions. We may be proud of getting up the gumption to go and ask for it or feel completely defeated, knowing we didn't push back enough. Regardless of how we walk away, there's usually at least some emotion attached to the experience.
The period immediately after a negotiation can be more important than it seems initially. We can easily assume that the true heavy lifting takes place in the preparation for and actual maneuvering through the negotiation. Yet the follow-up period after a negotiation can have a major bearing on our getting what we just negotiated for. Assuming we follow up ...
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