The Negotiation Game - Part Three
The Second Golden Rule - Be Patient
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?"
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
ABC of The Negotiation Game - Part One
The Three Golden Rules of the Negotiation Game introduction to the section.
ABC of The Negotiation Game - Part Two
The First Golden Rule of the Negotiation Game - A
ABC of The Negotiation Game - Part Three
You Are Here!
The Second Golden Rule of the Negotiation Game - B
ABC of The Negotiation Game - Part Four
The Third Golden Rule of the Negotiation Game - C
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