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Walk-away: Difference between revisions
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{{anat|negotiation}} | {{anat|negotiation}} | ||
In theory, [[walk-away]] points are straight forward enough: “this term is so fundamental to our risk management that we can’t do without it. Therefore, if the counterparty won’t agree it, we walk away”. Terminate the negotiation with extreme prejudice. This is | In theory, [[walk-away]] points are straight forward enough: “this term is so fundamental to our risk management that we can’t do without it. Therefore, if the counterparty won’t agree it, we walk away”. Terminate the negotiation with extreme prejudice. This is your ‘get up from the table, snap on your Wayfarers and say, “well I can see we’re wasting our time here.”’ moment. | ||
Thus, a genuine [[walk-away]] represents a fundamental lack of agreement. Being fatalistic for a moment, and assuming parties know their limits and are acting sensibly, if the parties are not able to agree, it is better to find that out as quickly as possible – sooner find that out now, than after nine ugly months in the trenches. | Thus, a genuine [[walk-away]] represents a fundamental lack of agreement. Being fatalistic for a moment, and assuming parties know their limits and are acting sensibly, if the parties are not able to agree, it is better to find that out as quickly as possible – sooner find that out now, than after nine ugly months in the trenches. | ||