How Do You Apply Golden Rule No. 4 When Things Get Difficult?
In all those circumstances in which the other party is in a strong position but time is not against you, you should use the delayed response tactic. This is generally the most effective technique, provided that you are still perceived as a credible decision maker and valid negotiator (at least for a certain length of time).
How can you proceed if time is against you?
- Vis-à-vis the other party. It is imperative that you apply principle 2 (say no before you say yes) and principle 5 (ever smaller concessions). If you can, propose concessions subject to rapid agreement.
- Vis-à-vis yourself. Be prepared to take reasonable risks by giving a little less ground than may seem necessary.
- In ...
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