How Do You Respond to a “Take It or Leave It” Demand?
Here are some more negotiation steps to assist you when you’re involved in negotiations in the workplace.
What do you do when the other party gives you a firm but polite “take-it-or-leave-it”? There are options available. My advice is to test it hard – their position may not be as firm as it looks.
The best approach to testing a “take-it-or-leave-it” is to change the nature of the deal. Broaden the project or reduce its size; change the quantities (more – less); modify the quality levels; more or fewer services; extended or shorter delivery periods.
If you are working on a package deal think about modifying the product mix to include new items or spare parts or training. Mix items that are not “take-it-or-leave-it” with those that are. Then negotiate the agreement.
In addition, you might want to try any of the following negotiating countermeasures to test the firmness of the other person’s “take-it-or-leave- it” position:
- Agree that it appears you are at a negotiating impasse, and walk out. (Don’t forget to plan your walking back in strategy.)
- Protest to higher management. (Be aware that there may be repercussions.)
- Ask the other person put their “take-it-or-leave-it” in writing—you want to discuss it with others.
- Talk on as though you never heard the “take-it-or-leave-it” demand.
- Determine whether or not there are some parts of the deal you can do without (i.e. things you can do for yourself, or get from others) that will reduce the scope of the deal subjected to the “take-it-or-leave-it” demand.
The key to testing “take-it-or-leave-it” is to find a face-saving way by which the other party can retreat from this awkward position. If you can, the problem has a chance to evaporate. Most times you’ve got nothing to lose by testing the “take-it-or-leave-it.” It’s worth a hard try.
About the Author: Dr. Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery. After earning an Engineering degree from the and a Masters in Business, Dr. Karrass became a negotiator for the Hughes organization.
Article Source: ArticlesBase.com
photo©iStockphoto.com/pcatalin
Your content is excellent and I always take away so much valuable information. Thank you very much for your contributions to improving working relationships and environments!
Margie Morris
CEO
Grow New Life
Laurie: Hello Margie,
Thank you for your comment; I really appreciate your generous words.
I’ve more plans for content in the new year so please visit again and check it out!
Best,
Laurie
This article is short but succinct. I’m currently in a situation where I’ve been the one to say “Take it or leave it.” While there are some points I’m not prepared to move on, if the other party was willing to be open, negotiate and “change the nature of the deal”, we could get somewhere positive. Interestingly, while this article is referring to making a deal/purchase, I’m working on a volunteer project – but the same philosophy applies. We’ve had to take another piece of Dr. Karrass’ advise “protest to higher management” – and, he’s right again, there are repercussions.
Joan
Laurie I’m glad you found the article useful. Dr. Karrass has a lot of experience and good advice. Thanks for visiting, Joan. I really appreciate it.