Don t be Afraid to Go Back and Try Again

Don't be Afraid to Go Back and Try Again

I shall never forget it. I was unintentionally eavesdropping in the club lounge at Heathrow and could not believe my luck! Next to me on the phone was a professional negotiator doing his stuff. Why would I be excited? Because you very rarely get to hear other professionals. This one was special. He negotiated the sale of aircraft and he had just been told he had lost a particular deal, which he had thought was in the bag.

For 20 minutes or so I listened to this consummate professional asking 'W' questions. He found out how many aircraft they were finally going to buy and how much they had agreed to pay. He discovered who they had agreed it with, what the spares and maintenance agreement was. He uncovered all the terms and conditions. He discovered what negotiable variables his competitor had used, and even though he had been given a firm thumbs-down he didn't give up. While I was still sitting there he had agreed a re-negotiation meeting.

When about to give up, ask yourself, 'What is wrong with one last try?'