A negotiation is like a high-stakes dance. Both parties need each other -- if one person takes an unexpected step or even walks away, their partner can’t continue. But neither knows exactly what the other is about to do. They can only guess based on their partner’s indicated intent and past behavior.
These conditions can make for a tense and stressful situation. Consequently, some salespeople conduct their negotiations as quickly as possible. The sooner it’s over, the sooner they can relax.
Reps might also assume an extended negotiation results in a less favorable ... Read More