What s Your Out?


What’s Your Out?

With a goal and the general parameters of a possible deal worked out, one more important decision has to be made before the negotiator can step up to the plate: What is the alternative to the deal? What if the negotiations fail? What will happen? What’s your “out,” the alternative to a negotiated settlement?

Hostage negotiators know the alternative if they can’t get a deal. The ninjas go in, the plane blows up, people die. It’s not pretty.

It’s also not a failure. It’s Plan B. Sometimes negotiations don’t work, no matter what you do.

It’s horrific, but that’s the way it is. You have to accept it. If you can’t live with Plan B, there is no Plan B.

And you always have a Plan B.

You need an alternative. You need an out. Without a viable alternative, you have no basis for negotiation.

Fortunately, most negotiations don’t involve dire situations. Knowing what you will do if you “lose” the negotiation or simply walk away is critical. If your boss doesn’t buy your arguments for a raise, will you look for another job? Will you try again in a few months? Will you bring bag lunches to work for the next year?

Knowing your out does a couple of things. For one thing, it helps set realistic goals in a negotiation. But just as important, it can be psychologically reassuring during the process. Because even if the consequences are very dire—people dying is about as dire as you can get—by seeing the possible result, you know that failure of the negotiations is not going to mean the end of the world. That helps you project confidence during the negotiations that’s not a phony front. You know which door you’re taking if you walk away from the deal. And knowing that gives you power as you negotiate. Worst-case scenario: I’m going to XYZ Company and get a better paying job.




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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