Negotiation & Deal Structuring: BizBit # 3 - Justifying Your Position
No one likes to hear "because I said so" and that's tantamount to what you are saying when you take a position in a negotiation without a solid, justifiable reason.
When you give a reason, your telling the other side I respect you enough to let you in on how I arrived at my decision. You also invite discussion regarding alternate ways around particular issues.
Consequently, the other side will feel obliged to extend the same courtesy to you and pragmatic reasoning will always help a negotiation go more smoothly.
H2B
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