An ultimatum should be used only as a last resort when you are sure you can back it up and the other party knows you can back it up. Even then, in virtually every negotiation there are options and alternatives that reduce defensiveness and lead to positive resolution for all parties. Get Comfortable With Silence. Many negotiators feel compelled to jump in with arguments and comments each time there is a pause in the interaction. Practice withholding comments and responses.
Silence can be a very powerful negotiation tool.
Close All Negotiations By Clearly Outlining Agreement. When agreement or conclusions have been reached and you are ready to end your negotiation, review the agreement that has been reached. Training material development and prepared speeches available at reasonable rates. Copyright 1998, Coach U, all rights reserved. If any other use is desired, permission in writing from CoachU is required, with notification to the original author.