‘ADDED PRESSURE’ NOT WORKING ANYMORE?
During negotiations there are always two aspects to be mindful of: the outcome of the negotiations (new conditions agreed upon after discussion) and the relationship between both parties.
If the targets are not fulfilled, the pressure is increases step by step, and escalations from management on both sides often appear, adding further pressure.
But at some point, when both sides have reached their limit, this pressure doesn’t bring any improvement in the outcome. In fact, it only damages the relationship.
If the relationship is valuable and needed for the future, be careful with this extra pressure or the relationship will be damaged without additional outcome.
Experienced negotiators know where the limits are: accepting the conditions or taking the other source with better conditions, but in any case ending the discussion.
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