Thinking method · Fisher, Ury & Patton, Getting to Yes
Know your walk-away
Deciding what you will do if there is no agreement, before you negotiate. Before any negotiation, including salary and pricing.
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Deciding what you will do if there is no agreement, before you negotiate.
The steps
- List what you would actually do if this fell through.
- Pick the best of those, and improve it if you can — that is your real alternative.
- Any offer worse than it should be declined.
- Estimate theirs too. Their behaviour is shaped by it, not by your reasoning.
When to use it
Before any negotiation, including salary and pricing.
What it will not do
It tells you when to walk. It does not tell you how to get more than your alternative.
Where it comes from: Fisher, Ury & Patton, Getting to Yes. Described in our own words.
The module it belongs to
- Decision Thinking — Make better decisions under uncertainty