Setting the prime objective of a negotiation as just “closing a deal (any deal)” is not negotiating and dangerous. It underlines your priority objective to the other side giving away leverage on the one hand and leaving one no exit if deadlock occurs.
However many may think that they are negotiating when they are saying they are trying to get the best deal. It is not. It is giving in to the other side before you start. It puts all the control in the hands of the other party and you get what others are prepared to give you / let you have - not what you want and only what you deserve.
However many may think that they are negotiating when they are saying they are trying to get the best deal. It is not. It is giving in to the other side before you start. It puts all the control in the hands of the other party and you get what others are prepared to give you / let you have - not what you want and only what you deserve.
Being seen to negotiate by going through the motions of negotiating - meetings, discussions, arguments, - may just be grandstanding for the audience. Trying to make it look tough and difficult to get an agreement are old games which have been played out many times over hundreds of years which should not fool anyone these days. However, these little dramas are still attempted by the inexperienced, less skilled and under-prepared performers - especially if PR gets in the way.
Often the other side will go along with this game. Why? Well because they may have to protect the relationship between the parties by playing along so as to humour them and keep them from embarrassing themselves. Protecting the other side’s “face” is often important - especially in the world of politics and international affairs.
Anyone can say "yes" just to get a deal, but it will be a deal on the other party's terms.
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