To walk or not to walk - that is the question....

I have met a number of people recently who have struggled with the concept of the “bottom line”. Negotiators do not really like the idea of the bottom line: some are tempted not to think about at all; others identify a walk away position which, in the cold light of day, is not really a walk away position at all – a deal could still be done; still more are told what the walk away position is by their boss.

In truth it is a difficult nettle to grasp but it is one that, if grasped can actually be quite empowering.

My first thought is that your walk away position on any given issue should genuinely be the position beyond which you, or indeed anyone else in your organisation, will not move. In other words, if it were a choice between doing the deal beyond that level – or walking away, the negotiator would walk away. There is a level of honesty required here and, if necessary, the negotiator should get clearance with the final decision makers before committing themselves.

In complex negotiations, there may be a couple of bottom line items. Ask yourself the “either – or” question about them. If I could only have one of these, which one would I choose? Got an answer to that? If you have just said “yes”, then the other one is not a bottom line item!

Of course, the more bottom lines you have, the less flexible a negotiator you can be. Here’s another killer question to ask yourself about your bottom line: are there any circumstances in which I could agree to go beyond that point? Got an answer to that one that isn’t “no”? You know what’s coming next!

Sometimes, the other side will phone your boss to complain about your lack of flexibility in the negotiation. Your boss may decide that the issue is not quite so important after all, and will, as a gesture of goodwill and general bonhomie, give in. This makes the boss look a prat – actually, let me restate that – they are a prat! Just think about the process for a moment. You deliver the bad news which the boss changes. From now on, the boss’s phone never stops ringing every time you say ”no” and, in addition, your position as the negotiator is compromised; in fact you are no longer the negotiator – you are now the bag carrier.

But then think of the positives in all of this. There you are in the middle of a fraught negotiation getting roundly abused and shouted at; your parentage is being called into question and all kinds of dire threats are coming your way. You look down at your objectives and realise that what they are asking for is way off the charts of reasonableness and reality. You close your books and politely decline their request. You offer a more reasonable alternative for them to ponder before taking your quiet and dignified leave of the carnage.

A better option all round, I would say. Especially when you know that your company will back you up.

© 2011 Robin Copland, Scotwork UK