Content provided in partnership with

Business Services Industry

Take it or leave it: laying down a final offer can get you what you want

Entrepreneur, July, 2005 by Marc Diener

Two situations call for final offers: when you can't do any better, or when it'll force the other side to close quickly. Either way, choose your words carefully You don't want to box yourself in. A good all-purpose delivery: "This is the best I can do under the circumstances." It is final, but leaves room for change.

If you're receiving a last offer, be sensitive to brinkmanship. Test a "take it or leave it" too aggressively, and an opponent may dig in their heels just to save face.

Most Popular Articles in Business: Research and Markets : Tesco Plc - SWOT Framework Analysis; Do Us a Flavor - Ben & Jerry's Issues a Call for Euphoric New Flavors; eBay made easy: ready to start an eBay business? These 5 simple steps will ...; Katrina's lawsuit surge: a legal battle to force insurers to pay for flood ...; Wal-Mart's newest distribution center opened last month near the southwest ...; More »

A little diplomacy is better. Consider ignoring the offer and continuing negotiating: "I'd also like to finish up quickly, but we still need to talk about...." If a deadline is involved, become "unavailable." Or try my favorite tactic--open-ended questions: "Why did you decide to make your last offer just now?" "Under what circumstances would you make a better offer?" The answers may give you just the opening you need.

Many perceive a final offer as a high-risk gambit, but it really isn't. You can always make another. You have nothing to lose, except perhaps a little face.

A speaker and attorney in Los Angeles, MARC DIENER (diener@pacbell.net) is author of Deal Power.

Business Services Industry

Take it or leave it: laying down a final offer can get you what you want

Entrepreneur, July, 2005 by Marc Diener

Find Research Guides for:

Find Featured Titles for: Health

Most Popular Articles in Business

Most Popular Publications in Business