The Elements of Negotiation

ELEMENT 63Perseverance

Imagine you're sitting at the negotiation table, asking the counterpart a question such as, “What is the your value if we change the delivery date?”

Your counterpart is quiet for a moment and then replies, “That would be beneficial, but changing terms of payment is …”

Your assignment as a professional negotiator is to chase the opening and show perseverance. Many negotiators give up if they don't get a reply to their question. Your counterpart is often not willing to admit the financial benefit of changing the delivery date just like that. It may take several questions. According to my studies, sometimes you'll need to ask the same question up to four times before your counterpart will either share the data or tell you they won't.

This persistence is crucial in negotiations because it demonstrates your commitment to understanding the full picture. Moreover, it shows respect for the complexity of the situation your counterpart is in. By asking the same question multiple times, you're not merely repeating yourself; you're allowing space for the other party to reflect and respond more thoughtfully.

Negotiators should understand that the first response is often a reflex, not a well-considered answer. People are instinctively guarded, especially in situations where they feel they might lose something. This defensive mechanism can cause them to hold back information that could be mutually beneficial. Your perseverance helps them move past this initial resistance. ...