Knowing when to walk away from negotiation is important. The only reason to negotiate is to get results we would have otherwise not got, had we not negotiated. Success in this case is therefore measure by our ability to meet our objectives in the negotiation. This may mean using tactics such as, compromising, coercion, manipulations you name it.
Of cause there are instances when you have no option but to walk away….And that’s assuming you have a plan B, but the trick is knowing when to walk away from negotiation.
Negotiation should be avoided:
- If one can achieve the objective without negotiating
- If the objective is not worth the time and effort of negotiating
- If we have compelling alternatives to negotiating (eg a very strong alternative to a negotiated agreement)
- If we risk losing too much by negotiating
- If the other party acts in bad faith or unethically
- If waiting (doing nothing) may improve our position.
If you know when to walk away from negotiation, you will have established Best alternative to negotiated agreement (BATNA). The advantage to knowing this is:
- Its helps you to be more assertive since it can be used a leverage
- Prevents you from accepting terms that are unfavorable due to limited options
- Its helps in making a decision, when the party says “take it or leave it” you leave
So always make sure you have a walk away position
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