November 18, 2018

A dog deal


In a negotiation, there’s always a little bit of give and take. The process takes you from opening positions to final positions, for better for worse. Unless it’s a relatively non-critical deal between relatively equal parties, one side almost always has the upper hand. It’s not normally that the upper hand comes from a dominant position, is that the other is inherently weak. And their weakness is normally to do with needing or wanting the deal more than is healthy for a strong negotiating stance.

When that happens, the strong might push hard, and the weak may start agreeing to things they shouldn’t.

So the question is, is a bad deal a deal worth doing?

That’s your decision, but if you’re going to do it, do it with your eyes wide open.

Skippy strategy: Be aware of wanting a dog deal, especially if it’s based on your weakness.