Outrageous Demands


Really whacko demands tend to get pushed aside as the negotiations go on. In a hostage situation, the more outrageous points may be mentioned once and then completely forgotten. That’s not always true in everyday negotiations. An outrageous delivery date on a special order may actually be important to the person who’s making the demand. If there’s any question at all, you have to bring the issue back up at some point. That’s because outrageous demands that are real, as opposed to baloney, have the potential to be deal breakers. They’re the difficult issues that stand in the way of an agreement, and the spot where most negotiations that fail eventually bog down.

Of course, negotiations that succeed also bog down there, but no one seems to mind about that.

There are two schools of thought on when to deal with the most difficult parts of a negotiation: up front (after establishing rapport) and at the end. I’ll lay out the thinking for each; the decision on which to use is up to you.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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