You at Work: Dealing with Setbacks

How to Bounce Back from a Failed Negotiation

Don’t dwell on your frustration.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. When confronted with 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 ...