NINETEEN
The Walk-Away Method
THIS IS ONE of the most powerful tools in negotiation. In fact, you should never enter into a serious negotiation unless you are prepared to walk away if you do not achieve your most important goals in a transaction.
Previously, we talked about the importance of developing options (Chapter Twelve) and finding out what else is available. It is important to do research on your negotiating partners to find out what their real wants, needs, and problems are. When you go into a negotiation, you should have all the information you need so that you can walk away if you are not satisfied with the price or terms.
The reverse of developing options is to go into a negotiation with no choice but to find some way to agree with ...
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