November 9, 2015

A game of Wear ’em Down


Negotiations can be a game of Wear ‘em Down.

Everyone keeping their cards close, bluffing and posturing, acting strong whilst feeling weak. Dealing in time pressure, looking for options, chasing alternatives.

When they say win/win (even when they mean it), what they want is WIN/win – everyone tries to get a good deal.

Their number one tactic: string things out to get you to a point where walking away is worse than signing.

Your greatest asset: time.

The first question you need to ask yourself: do you want the deal?

If No, walk away now.

If Yes, find a way that works or walk away.

The sooner you make up your mind, the more time you have to play with.

Skippy Strategy: There’s no right way to play – but don’t let your ego get in the way.