COMMON MISTAKES TO AVOID

• Overstating the disadvantages of your own Consequence of No Agreement and the advantages of your customer’s

• Confusing the Consequence of No Agreement with its costs and benefits. Losing the business is a Consequence of No Agreement. Losing $100,000 is a cost.

• Trying to sell the value of your offer before you can show how it’s better than the other side’s Consequences of No Agreement

The Consequences of No Agreement Estimation is the first of two parts of the first step in the Strategic Negotiation Process. Having now conducted that analysis, having determined what effects not reaching an agreement will have on both you and your customer, and having determined who has the power in the negotiation in addition to the place where both sides prefer agreement to impasse, it’s time to go on to the second part, the Wish List Estimation.