Motivational Power Quote
The Rush to Yes in Negotiations . . . .
“In Negotiation, “yes” is the last word.
It just betrays fear of failure and a fear of losing this deal,
and it primes you to please the other side,
to rush ahead, to compromise early and often,
to come to a deal, any deal.”
Jim Camp, negotiations trainer and Coach
As I see it . . . . . . .
The rush to yes in negotiations . . . .
The rush to yes in negotiations can become the kiss of death in the negotiations process.
A fast yes can lead the other party to feel that the party offering the concession is either anxious or under pressure to close the negotiations. The fast yes leads to a weaker position in the negotiations by the party offer the fast concession.
A fast yes can lead the parties to feel that things were left on the table and if they negotiated a little longer and harder that they could have gotten more concessions. This can cause the negotiations either to break down or for far great concessions being asked for.
The fast yes exposes the negotiator weakness in the negotiations process and a good negotiator will use the situation to their advantage.
The rush to yes in negotiations can lead to a breakdown in the negotiations or an unfavorable conclusion.
©2012 Lou Ludwig, Sales and Management Consultant, Success Coach, Speaker, Trainer and Author
Great blog and great job. Keep up the good work and good luck to you this year. Thanks again and good luck.
Reading your blog makes me think of the times patience paid off. Also, I have personally been involved where the other side- trying to get the last little bit- was so irritating, the thought of working with them further was odious. A good lesson in weighing what's important. Thank you.
Why do we have too make it so complicated? Because no matter how we think ideologically, when it comes to real estate each side seems to want a "win-lose" transaction. Enjoy your day!
Yup, many times folks just want to be right and get it over with....you have good advice here from the author!
Lou- and that is why I've always left our home buying or selling negotiations to my husband.
Lou, fast and furious may not be the best way but slow and tedious isn't neither. Many of a buyer has walked away because of lengthy negotiations that were wearing out everyone in the process.
Could have, should have, would have gotten more is a feeling of loss. Failure. Making everyone have a good taste in their mouth, nothing sour is an artful. Everyone wins. A compromise is where really no one is hand stand happy and you met in the middle with no clear "winner" that this country is driven to select. Or be. Like the expression, if you're not first, your last. Second place is the first, top loser.
The art of negotiation is to spend your energies making sure all are winners. The pies are big enough for all to win something. They may have won the dishwasher, but if you make it a big deal, they are the winner.