How many times have we heard this commonly used negotiation tactic? The take it or leave it tactic is basically an ultimatum designed to prevent further negotiations from taking place. It is almost always a bluff and a challenge to the other side to see who has the stronger nerves. The problem with this tactic is that it causes too much resistance and conflict to facilitate an agreement. This tactic is aggressive and demanding, two things that dont sit well with your counterpart. What you are basically saying with this tactic is, Its going to be my way, or no way. Now the other side is going to have to reassert their own dominance over the situation by choosing to leave it rather than to take it to save face and show you who really is in charge. Where is the negotiation now?

How To Counter This Tactic

There are three main ways you can counter the take it or leave it tactic. The first way is by simply ignoring it. Let it fall on deaf ears and just continue negotiating like you never heard it. This lets you test the seriousness of their threat. The second way is by asking them, What do you think might happen if we dont reach an agreement. This will get the other side to realize the consequences of not reaching a negotiated settlement. The third way is by probing more into their interests and needs on the issue rather than focusing in on their demands.

Tristan Loo

Tristan Loo is the founder and CEO of the Synergy Institute, a Personal & Professional Development training company. Tristan is a former police officer, conflict intervention expert, professional mediator, trained negotiator, and prolific writer/author of numerous publications. Mr. Loo?s experience handling extreme situations of conflict gives him a unique perspective into the dynamics of conflict resolution, which cannot be taught by any conventional institution. A peace-keeper at heart, Mr. Loo strongly believes that by separating the people from the problem, conflict can be made into a constructive and positive experience for growth.

Tristan likens the problem of conflict resolution to the Zen teaching of removing a fly from a friend?s face by taking his head off with a hatchet. ?Conflict resolution is easy. We all know how to resolve conflict. The problem is that we often select the hatchet to remove the fly when a gentle puff of air would accomplish the same thing.

Tristan's motto is, ?To overcome without attacking. To defend without resisting. To control without forcing. To win without fighting.?