HBR Women at Work Boxed Set (6 Books)

8

How to Bounce Back After a Failed Negotiation

by Carolyn O’Hara

Sometimes, despite your best efforts, a negotiation doesn’t go your way. Perhaps a customer pushed for a steeper discount than you wanted to give, or a potential client went with a competitor’s approach to a project. In the face of a disappointment—one where you might appear to be the “loser”—how do you save face? How do you make sure your reputation isn’t damaged and the relationship with your counterpart is intact?

What the Experts Say

Don’t worry too much about your negotiating prowess just because you lost this round. “A reputation comes from consistent behavior,” says Jeff Weiss, founding partner at Vantage Partners, a Boston-based consultancy specializing in corporate negotiations, ...