The Negotiation Book: Your Definitive Guide To Successful Negotiating

4.3. 3. TENACITY:

The negotiator's equivalent to stamina

The times you hear the dreaded words 'no, can't, won't' are the occasions where you will have to turn to 'how'. Rather than simply concede on the issue, you should seek to examine the rejection from different perspectives to find out what other conditions or circumstances you could introduce as part of maintaining control and managing their expectations. For instance, in tennis if your opponent breaks your serve, you don't give up on the set, you work harder in the next game to regain your position.

There will be times when it is appropriate to hold firm and test the other negotiator's resolve. If you can truly operate inside the other party's head then you will be able to recognise when you should use the word 'no' yourself. Tenacity is not only about holding firm on your position but also being prepared to be assertive; to employ the 'broken record' tactic. This is a tactic to employ when you need to elicit an answer from an elusive or dogmatic counterpart.

NOTE

the 'broken record' tactic

Repeating yourself is a way to assert a position without backing down or losing control. This also works well in negotiation as a counter tactic, when the other party is seeking to wear your position down.

People appreciate things which are difficult to attain. To this end, you should regard most things in negotiation as being difficult, yet possible.

Tenacity is about having the courage of your convictions when faced with challenges ...