Golden Rule No. 5: Ensure You Lead the Negotiation Toward Its Conclusion
When concluding negotiations, you must ask yourself two key questions.
When Is It in My Interest to Agree to a Deal?
It is not necessarily desirable to conclude negotiations quickly. For example, if you believe that the other party really does need to close a deal within strict time limits, and if you are their best option, it is in your interest to play for time.
In practice, the more urgent the situation becomes for the other party, the more he will be obliged to reduce his demands in order to reach an agreement. Using “delayed response” is therefore a good way of using up time. You can find others: ordering trials, setting up committees, inviting the other party to visit ...
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