How many times have we heard it? “In any negotiation you must be prepared to walk away, otherwise the other side will not believe you are serious.” This is 24 carat, weapons-grade bollocks.
For many years I was responsible for bringing home mainly export sales contracts for a very profitable manufacturing division employing more than 100 people. If I had walked away from a large customer it would have left a gaping hole in our manufacturing schedule, people would have been laid off, profits would have slumped, and I would have been fired.
When it’s serious grown-up business and livelihoods are involved, an agreement must be reached.
Welcome to the Mirli Books blog written by Peter Maggs