Negotiate 1-2-3

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CLOSINGS

Introduction


The point at which you launch a negotiation is clear. You have a particular goal, but achieving it requires wining the assent of another party. You can't do it single-handedly.

To buy a car, for instance, you must agree on a price that satisfies both you and the seller. Likewise, if you want an early promotion at work, you'll have to get your boss's approval. And if you hope to avoid a costly lawsuit, you'll have to find a settlement that all the parties agree is better than running the risks of going to court.

But things aren't nearly as clear at the other end of the negotiation process. Say you've labored hard to reach agreement, but you and your counterpart are still far apart on terms. When do you know it's time to walk away from the bargaining table? Or perhaps the other side has made a proposal that's better than you could do otherwise: should you accept it or you push them to further improve their offer?

This unit examines the choices that arise as negotiations are drawing to a close. It integrates strategies and tactics for closing negotiations successfully. It builds on the earlier Negotiate 1-2-3 units, Openings and Critical Moments, but all nine modules in this unit have stand-alone value. You can read any one of them without first reading others. Some are longer than others. Some include video clips, while others have interactive features to test your skills and tendencies. All provide cross-references to modules in other units and to outside resources, as well.

If you see a topic of specific interest to you, jump right to it. But if you are interested in closings more generally, follow the modules in the order that's been laid out.

Next Module: Aspirations & Outcomes [7 min.]
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