When to Say Yes: Negotiation Strategies to Improve Your Endgame and Close with Confidence

By Michael Wheeler

When to Say Yes: Negotiation Strategies to Improve Your Endgame and Close with Confidence, one of four collaborations between Scribd Coach and Michael Wheeler, is an exhaustive course on closing negotiations from one of the world’s foremost negotiation experts. In the course, Wheeler throws some light on the sometimes muddy waters of the end of negotiations to empower you to make that crucial decision: Do you want to come to an agreement, or are you better off walking away?

This course explores how aspirations — your goals going into a negotiation — affect where you end up; how you can decide how and when to say yes (and how and when to say no); how to communicate persuasively and overcome barriers to agreement; and more. He also shares exercises along the way so you can begin putting what you’ve learned into practice immediately.

• Language: English
• Publisher: Scribd Coach
• Release date: Sep 13, 2022
• ISBN: 9781094444475

Michael Wheeler

Michael Wheeler is an award-winning professor at Harvard Business School who has taught negotiation to thousands of MBA students, executives, managers, and public officials from companies and organizations around the world. Wheeler is editor of the Negotiation Journal, published by the Program on Negotiation at Harvard Law School, and co-chairs the board of the non-profit Consensus Building Institute. He lives in historic Gloucester, Massachusetts, his hometown.

Book preview

When to Say Yes

WHEN TO SAY YES

Negotiation Strategies to Improve Your Endgame and Close with Confidence

MICHAEL WHEELER

SCRIBD COACH

Copyright © 2022 by Michael Wheeler

All rights reserved

ISBN: 9781094444475

First e-book edition: September 2022

Scribd, Inc.

San Francisco, California

Scribd.com

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Introduction

Hello, and thanks for joining me. I’m Michael Wheeler, and this is When to Say Yes: Negotiation Strategies to Improve Your Endgame and Close with Confidence, a course from Scribd Coach.

It’s often clear when a negotiation begins. You have a specific goal going in. To buy a car, for instance, you know you want to find a price that satisfies both you and the seller. If you want an early promotion at work, you'll have to get your boss's approval.

But things aren't nearly as clear at the other end of the negotiation process. Say you've been working hard to reach an agreement, but you and your counterpart are still far apart on terms. When is it time to walk away from the bargaining table? Or, if the other side has made a proposal that's actually better than you expected, should you accept it or you push them to improve their offer even more?

This course is all about closing a negotiation. You might think of it as the endgame. This is the point of the negotiation where you have to decide: Do I want to come to an agreement, or am I better off walking away?

In this course, we’ll cover some key ideas to help you decide when to say yes.

First, we’ll think about how aspirations (our goals going into the negotiation) affect where we end up.

I’ll share some tips to help you decide how and when to say yes, and how and when to say no in negotiation.

Then, we’ll explore persuasion and overcoming barriers to agreement.

And lastly, we’ll look at situations where it’s the counterpart who is thinking about walking away. What do