The Negotiation Book: Your Definitive Guide To Successful Negotiating

9.8. THE NEED FOR AN OPEN MIND

You could argue that any concession asked for is acceptable, providing a reciprocal move is made to balance out the implications. For example, even a price increase might be acceptable, providing costs are being taken out, or performance is being enhanced in other areas, thereby neutralising the effect. However, one should always be mindful of precedents that are being set that may affect other or later discussions. The creative negotiator can approach the deal understanding that anything is possible, as long as you can find a basis upon which it can be accepted. If you can establish the issues which are important to both parties (the terms of which are not often the same) you can start to develop the necessary shape of the deal for it to become mutually acceptable.

Recognising that there are many ways of achieving the same end helps to keep our minds open towards new opportunities. However, there is a skill involved in remaining balanced and focused on your own strategy and that of total value even when allowing new ideas onto the negotiation table.

9.8.1. Taking your time and being patient

Working on the deal does not mean that each proposal should be met with approval, rejection or even a counter proposal. Some ideas need more work and time to consider before you can even respond to them. In most cases you can park some issues, say payment terms and contract length, and continue to work through other parts of the agreement, say volume, discounts ...