Status Updates From Negotiating with Giants: Ge...

Plan to walk away—by applying clear criteria while improving and testing one of these alternatives: operate on your own; hook up with a smaller player or another giant; say yes to your giant when you mean no; walk away from some parts but not others; escalate things inside your giant; or pursue a plan that meets very different interests of yours.

Ugh okay I've gotten to the part about getting multiple offers. When do you reveal your cards to the other players? How much do you reveal? That's my main question and I'd like more anecdotes or examples regarding this.

"Find a smaller player instead"

This is so true. Sometimes they will value you more, as well as give you more money than a larger player.

lol this book suggests "yes yes" stalling tactics and I literally saw that today. Someone says "yes" and then never delivers. I personally don't use this but for this person it was a wise strategy

Ok, honestly? A lot of this is intuitive and common sense. Especially for the walk away strategy. The best tip is "Send signals through how you negotiate." All communications matter. Before the meeting, after. The tone. What you say. Walking away on cue when they don't meet your demands.

Being able to walk away from a giant can make us much stronger than we would be otherwise. Any credible back-up plan that meets at least our basic interests gives us more confidence and greater clout with our giant so we can either get what we want from them or walk away

pg. 203 is the chapter covering planning to walk away. In the experience I've had -- planning and expressing to walk away is one of the most powerful negotiating skills that has gotten me results - but you've got to be serious. I'd still like more tips on executing this strategy in a negotiation