Don't Overreach in Negotiations

If you overreach and use ruthless tactics, such as an ambush, in a negotiation, the other side will want to retaliate at the next negotiation or even sooner. You may have won the battle but lost the war. You may have gotten some concessions for your side, but the relationship with the other side will deteriorate and be full of distrust.

You want to get as much as you can out of a negotiation, but there will be consequences if you go to extremes. It the other side is beaten down and so humiliated that they look bad to their team, they will be looking for an opportunity to humiliate you. The consequences of overreaching might not be readily apparent, but the other side will wait for the right moment to avenge their humiliation.

If you are the one that overreached, you might not want to wait until the other side retaliates to take action. You might want to meet with the other side and try to repair the damage of the previous negotiations. It is difficult to have a good working relationship after negotiations have gone bad. You may want to be conciliatory although any efforts might be met with distrust. The problem with overreaching is that you showed your true colors already and the other side will have a hard time trusting you again.

Don't make the mistake of thinking the other side might forget. Like an elephant someone who has been ambushed in a negotiation will never forget it. At the next negotiation, expect the same treatment or worse. You may want to be proactive now.




Mary Greenwood, Mediator, Attorney and Author of
How To Negotiate LIke A Pro: 41 Rules for Resolving Disputes, Winner of six book awards
Best How To Book, DIY Festival
Runner Up, New York Book Festival, E-Book and Self-Help Category
Finalist ForeWord Magazine Book of the Year Awards
Finalist, Best National Book Awards, Self-Help Category
Honorable Mention, London Book Festival
How To Mediate Like A Pro: 42 Rules for Mediating Disputes
Winner of five book awards
Best National Book AWard, Law Category
Best E-Book, New York Book Festival
Best How To Book, Beach Book Festival
Best E-Book, Indie Excellence Awards
Spirit AWard, South Florida Writers Association
Email: howtonegotiate@aol.com
www.marygreenwood.com