Chapter 38
Closing the Negotiation
How you close the negotiation is just as important as how you start the negotiation. Assuming that you haven’t come to an unbreakable deadlock and have had to break off the negotiation, all eyes will eventually turn to you as the negotiation winds down and you get closer to an agreement. Because you are the leader of the government team, it’s your responsibility to lead both sides toward closure, and to signal when it’s time to end the negotiation and document the results.
You’ve got to be a good closer. If you’re not, the negotiation could wander interminably. The longer it does, the more opportunity there is for additional problems to crop up, situations to change, and conflicts to arise over small issues. ...
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