Contrary to common belief, saying yes to an acceptable proposal is not a sign of weakness. More often than not, it is a courageous act.
There is an unwritten rule that one must make a counter-offer to every proposal received. A successful negotiator, so the saying goes, squeezes every last cent from his or her opponent. Perhaps this belief arises from a prevalent view that the best outcome can only result from the fiercest of competitive action.
In truth, however, in all conflict, and in all negotiations to resolve that conflict, there is a sweet zone in which any accepted offer would constitute a good resolution. There is no precision to this analysis. No two people view a disagreement and its optimal resolution in the same way. Importantly, continued “knee-jerk” counter-offering-behavior is not the answer. Adherence to that view can have just the opposite effect. [Read more…]