| Lots of negotiators use ultimatums to elicit concessions from the other party — and they’re often successful. So what should you do if you’re on the receiving end of one of these “take it or leave it” demands? One tactic is to adopt a “choice mindset,” which helps you see other options. Before the negotiation, make a list of any and all choices that you and your counterpart have. Write down your choices on one side of your list and your counterpart’s choices on the other side. Think broadly — don’t just focus on numbers, but consider other things that might be valuable to either side. For example, if you’re negotiating for a new job, of course salary is important to both of you. But if you get stuck on salary, you could negotiate on other points, such as more vacation days or less work-related travel. Or if you’re buying a new car, instead of fixating on price, you could think about what additional accessories the dealer might be willing to throw in. When you understand the choices available to you — and your counterpart — you’re much less likely to cave in response to a “take it or leave it” ultimatum. |
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