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Squeezing Too Much

 

Disciplines > Negotiation > Negotiation mistakes > Squeezing Too Much

Description | Avoiding it | Taking advantage | See also

 

Description

When you try to squeeze too much out of a negotiation, you may well find that you actually get less or irreparably damage the relationship.

If you take a competitive, win-lose approach and try to maximize your winnings (and hence also the other person's losings), you may push them into a fight-or-flight reaction whereby they either leave the negotiation table and you get nothing, or they fight back and you get less than you might have done, had you been more thoughtful.

If you win everything you want, the other person may feel defeated and cheated. As a result, you may win the battle but lose the war as they will dislike you and not want to negotiate again.

Avoiding it

Understand what is fair and be careful of going too far. Be careful about asking for 'one more thing' too many times. Watch their body language carefully. If they are getting twitchy and are looking irritated, be careful about asking for too much.

Taking advantage

If the other person tries to squeeze too much, start to deploy your walk-away position. If necessary, take your ball and go home. Say 'the deal's off'. Remember that even if you have agreed something, until the ink is on the page and the exchange made, you can always recant on any agreement.

See also

Competitive negotiation

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