Question 14 bc

Question 14: Which one of the following is the most common mistake made by negotiators in the Close step of negotiations?

A Not recognising closing opportunities - questions about minor aspect or details about proposals
B Giving late concessions (elk steaks) without getting anything in return
C Not asking for the deal

Sorry you got this one wrong. The correct answer is, A Not recognising closing opportunities is the correct answer. Any question about a minor aspect or detail of the deal on offer should be viewed as a closing opportunity. It perhaps indicates all the major issues are dealt with and they’re are reasonably comfortable with the deal on offer, they just want clarification on this minor point.

So what about the other answers?

B Giving late concessions is very common We can sense the deal is close and we don’t think it matters if we give the other side a few late concessions. The problem is it is likely the other side will continue to ask for more and more. Research indicates that nearly 90% of concessions are given in the final 10% of negotiations – the majority of people elk steak their way to a deal! You need to continue trading, to do this you need a long and comprehensive “Wish List”

C Not asking for the deal. A mistake many negotiators make on a regular basis. If you don’t have the confidence to ask for the deal how can you expect the other side to let you have it or have any confidence that what you are proposing is credible and realistic?

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