One of the most difficult things for anyone to do is to walk away from a negotiation. Whether it be walking away from a new customer, a promising prospect, a long-time friendship or the new piece of production equipment that will double company sales.
An essential part of every well-planned negotiation is to determine when you can’t accept the terms of the deal. Usually, there are winners and losers.
Five Negotiation Outcomes
| Us | Them | Outcomes |
| Win | Lose | I do a happy dance. Spend the commission check. Celebrate with colleagues. Next quarter, they’ll be another sales quota. I begin to wonder if this customer will every buy from me again. Probably not. |
| Lose | Win | Customer is doing a happy dance. My boss is mad. I sold our products below cost. Our company loses money. I might be out of a job if I keep doing this. Boss puts me on a 90-day probation warning me that this is the third time this month, I’ve discounted products below the dealership cost. Customer is excited for me to come back and do more business. Additionally, she suggests that I better for another negotiation. “Last time, she says, you caught me on a good day. My guard was down. I’ll be ready for you next time and use my toughest negotiation techniques.” |
| Lose | Lose | No one gets to celebrate. The problems you could solve for the customer remain looming issues. Time, Money and Resources are wasted. |
| Win | Win | An ideal outcome. Takes work to achieve this. Every one celebrates. A new partnership is established. An excellent foundation is laid. More great times ahead uncovering customer roadblocks, barriers and obstacles that prevent them from achieving their goals. You again, wear the Super Man or Wonder Woman Cape. |
| Walk Away | Walk Away | Unbelievably, this is a good outcome, when compared to three of the other four options. The only one that trumps this is the win-win alternative. |
Why is Walking Away Good?
There are three types of walk-away positions.
- Walk away. Never to return. Slam the door on the way out. You realize that you may have said a few things in frustration that should not have been said. Your regrets may last forever.
- Walk away. Reconsider and Reschedule another meeting. This approach allows both parties time to reconsider and reassess their positions. In addition, reasons to work together.
- Walk away for a time to switch negotiators. Get a fresh start with new individuals representing your company. Consider that the negotiation difficulties may be due to conflicts of style, personality or another intangible not discovered.
If you haven’t walked away from anything during your life, give it a try. You will live and learn a lot. I am here to testify that it won’t kill you.
Mary A. Redmond is a professional speaker, author, coach and trainer. She specializes in negotiation, body language, listening and asking for more of what you want in your life at work, home or play. Contact her to speak at your next meeting, conference, trade show or special event. [email protected], 913-422-7775.