The Negotiation Game - Part Three

The Second Golden Rule - Be Patient

Section targeting

Let us discuss the second golden rule of the negotiation game.

Have you heard of the expression the 11th hour? And "All good things come to those who wait?"



abc of negotiation



2) Be Patient

In the majority of negotiations, big concessions happen in the last few hours - regardless of how long the negotiation has taken. In fact I sometimes think that having more time at hand is an important factor in winning in negotiation.

The more you can bring the salesman or the buyer to his deadline without conceding too much yourself (The next golden rule), the more concessions will be given at the end.

Being patient till the end is what differentiates the boys and girls from the men and women when it comes to negotiation.

Top negotiators with no exceptions are patient; they do not panic, they play on the changing circumstances and the psychology of the opponent that will favour them in the end.

This is one of Nature’s most sacred laws... "Things will change" and "patience pay".

A Chinese proverb may be a helpful analogy here:

    “if you wait patiently by the side of the river, the corpse of your enemy will pass you by”.

By osama El-kadi 2008


Continue...


Negotiation Game Part One
ABC of The Negotiation Game - Part One
The Three Golden Rules of the Negotiation Game introduction to the section.




Negotiation Game Part Two
ABC of The Negotiation Game - Part Two
The First Golden Rule of the Negotiation Game - Aim Big




Negotiation Game Part Three
ABC of The Negotiation Game - Part Three You Are Here!
The Second Golden Rule of the Negotiation Game - Be Patient.




Negotiation Game Part Four
ABC of The Negotiation Game - Part Four
The Third Golden Rule of the Negotiation Game - Concede Small





You may also be interested in...