Chapter 29

The Walkout Tactic

I’m sure you have heard of, seen on TV, or even personally experienced a negotiator get up and walk out in the middle of a negotiation. They may do it in anger, frustration, with a flourish, or coolly and smugly. They may take their entire negotiating team with them, just some of their team, or they may be the only one on their team who walks out. They may punctuate their exit by terse words like “I’ll see you in court!” or “Well, I guess we have nothing else to talk about.” In all cases, it’s usually very dramatic, attention getting, and pivotal in the negotiation process. In all likelihood, it’s also just a well-planned tactic.

The walkout tactic, like the good cop/bad cop tactic, is so commonly used that it can ...

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