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    Negotiation Frames Entry #0344

    Why an expiring offer is a test of your alternatives

    A deadline attached to an offer rarely reflects an external constraint. It measures whether you have somewhere else to go, and it does so cheaply.

    Adept
    The hidden part #0344

    A deadline is cheap to impose and expensive to justify. The reaction it produces is what it was for.

    Open file
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    Negotiation Frames Entry #0339

    The reason a walk-away must be credible to work

    A threat changes behaviour only if the other side believes you would carry it out. Credibility comes from your position, not from the firmness of your voice.

    Adept
    The hidden part #0339

    A threat is priced by the listener’s estimate of your alternatives, not by your confidence in delivering it.

    Open file