Being Prepared to Walk Away
Of all the negotiating pressure points, this one is the most powerful. It’s projecting to the other side that you will walk away from the negotiations if you can’t get what you want. If there’s one thing that I can impress upon you that would make you a 10-times-more-powerful negotiator, it’s this: Learn to develop Walk-Away power. The danger is that there’s a mental point that you pass when you will no longer walk away.
There’s a point you reach in the negotiations when you start thinking, “I’m going to buy this car. I’m going to get the best price I possibly can, but I’m not leaving here until I get it.” ...