Walk-away point
|
{{anattitle-{{{1}}} }}
{{{2}}}
|
The point at which your organisation sees there is absolutely no value to be gained from continuing a fruitless discussion on docs, and will give up for dead and walk away from a negotiation.
In most client-serving organisations, the “walk-away point” is a purely theoretical construct with no physical extension in conventional Euclidian space-time. It may feel, to some like it does, but this is a mirage. For example, the idea of a walk-away seems very, very real to credit officers — some of their most deeply-held beliefs depend on it — and for legal eagles it represents point, perhaps more inspirational than real, through which if the organisation could only, for once in its life, summon the fortitude to pass it would ascend into some euphoric, higher-level form of Utopian consciousness. For sales, on the other hand, it is foolish, crazy, defeatist talk. There is, in the final analysis, nothing a salesperson would not do, no indignity to which he would not descend to keep the vital signs of an apparently lost cause still twitching.
And, since sales, fundamentally finance the organisation, it is their view that prevails.