The ability to negotiate is more complex than most people might think. It takes a lot more than hard bargaining, wheeling, and dealing to reach a successful solution. An effective negotiator must be organized and prepared, and they must understand and practice the three pillars of negotiation: attitude, process, and behavior. This model was built from diverse client experiences from businesses all over the world. These important negotiating practices are the foundation for building confident, strong and trusting relationships. Let’s take a closer look at each of these pillars and how they contribute to negotiating success. 

Attitude

Research has shown that approaching negotiations with a positive attitude can actually have a positive impact on the overall outcome. People who come to the table with a positive attitude tend to perform better than those who don’t. Confidence is everything when it comes to negotiating. If you approach the discussion lacking self-belief, the other party will capitalize on your insecurities. It is important to know what you want, believe you can achieve it, and aim for excellence. Your mental attitude is one of the most defining characteristics of a successful negotiation, so choose to think positive!

Process

Next, you need to be familiar with the process of the negotiation. The process begins with adequate preparation and understanding the needs of both parties. Not only is it important to set your own goals and objectives, but you also need to gather information about the needs and motivations of the other parties. You also need to understand the purpose of the negotiation. Are you bargaining, bidding, or moving toward a close? Once you understand the basic purpose, it’s time to begin preparing your strategy. This involves designing a deal, preparing your concessions, considering the other party’s approach, and developing a BATNA (or best alternative.) Preparing is essential, but you also need to be flexible. 

Behavior

Now that you have prepared a negotiation plan, you need to decide on a behavioral strategy. Different approaches work differently for different people. For example, if you are working with someone who makes decisions based on reason, you need to come armed with facts and figures. On the other hand, someone who is influenced by emotion might be more easily swayed by intangible items. Consider the other party’s behaviors, so you can find a behavior style to maximize your influence. In addition to the words you use, remember that your body language will also impact the other party. Consider things like eye contact, posture, facial expressions, and voice tone and how these behaviors might be perceived by the other party.

Throughout your career, there will undoubtedly come a time when you need to negotiate a contract. Whether you are discussing the terms of a new job or trying to sign on a new client, it’s important to understand the principles of contract negotiation so you can leverage your position. Here we will take a look at some helpful tips for contract negotiations so you can achieve the best possible outcome. 

Start with the Main Points

Before picking apart the minute details of a contract, start with the main points. Make sure both you and the other party agree to the main points of the contract before moving on to smaller details. Go through each main point and if there is a discrepancy with one of the points, start discussing those terms. 

Break the Contract into Pieces

Getting someone to agree to an entire contract isn’t usually realistic. Instead, break the contract into smaller pieces that can each be agreed upon separately. Not only is this less overwhelming than looking at an entire contract, but each piece can serve as one part of the whole, which in turn solves the “all or nothing” approach. 

Take Notes

Negotiating the terms of a contract can be a tedious process, so it can be hard to remember all of your talking points. That’s why it is important to take notes throughout the discussion, so you can keep track of which areas you need to come back and address. Notes can also be helpful if you think of something after the meeting that you wish to go back and discuss. 

Know Your Priorities

You are not guaranteed to get everything you want in a negotiation, which is why you need to prioritize what is most important to you. Outline your priorities and share those with the other party. You also want to invite them to share their priorities as well. You may end up having similar goals and values. However, even if your priorities are different, ranking them in order of importance will help you reach a fair agreement.

Ask Questions and Seek to Understand the Other Party

You need to find out as much as you can about what is motivating the other party. If you know their goals and interests, you may be able to better align your negotiations in a way that supports your needs while also meeting the other party’s interests. 

Keep Emotions in Check

Business negotiations should remain professional. Don’t complicate the process with your personal feelings. One way to do this is by eliminating “I think” or “I feel” statements. Try to keep a positive attitude and don’t let your emotions get the best of you. 

When you have an important negotiation coming up, you should never plan to just “wing it.” A successful negotiator takes time to think through the process, gather important information, and consider possible alternatives. The art of negotiation is more complicated than one might think and requires a delicate balance between asking for too much or too little. This involves plenty of planning and preparation. If you want the best chances of success, consider these steps to help you prepare for your negotiation. 

Prioritize Your Goals

The goal in any negotiation is to achieve the objectives you want. You also want to try and walk away with the best deal possible, while maintaining a strong relationship with the other party. All that said, getting what you want is still top of your list. Therefore, start by making a list of your priorities and rank them in order of importance. 

Gather Information

Once you know exactly what your priorities are, you need to gather as much information as you can about the goals and interests of your counterpart. Many negotiations come to a halt because one side isn’t willing to budge and does not consider the other party’s needs. Successful negotiations are all about give and take. Find out what is motivating the other party, and adjust your negotiation plan accordingly so you can reach a fair agreement that is suitable for both sides. 

Make a List of Concessions

Concessions are an integral part of negotiations so you need to prepare for concessions beforehand. The last thing you want is to be pressured to make concessions at the table. Prepare a list of concessions you would be willing to make beforehand, and also jot down what you would like to have in return. 

Develop a BATNA

You also need to plan for the unexpected. Negotiations do not always go exactly as you want, so you need to have an alternative option prepared beforehand. A BATNA is a Best Alternative to a Negotiated Agreement and it is one of the most important tools you can have. It could save the negotiation and be what keeps things moving forward and it can also prevent you from getting a lousy deal. You always need to have an alternative plan prepared. 

Set an Agenda

Create an agenda for your negotiation so you know exactly how the discussion will go. This helps give you a guide, which can be helpful if you get nervous. It will also help you keep the discussion on track. Set the agenda early and email a copy before the meeting. If you don’t do this, the other party will and you could lose your chance to take control of the negotiation.

Have you ever left a negotiation feeling battered and bruised? Perhaps you felt like you never even got a chance to advocate for yourself. It’s not uncommon for professionals to get torn apart during a negotiation. Even those who are smart and knowledgeable in their industry can find themselves taking a beating. That’s because successful negotiations require more than brains and credentials. A successful negotiation requires preparation and practice. If you want to start your negotiation in a winning position, you have to prepare like a champion. Here are 10 ways you can better prepare for your next negotiation. 

1. Identify Your Goals

Before you begin preparations for a specific negotiation, you should know exactly what you hope to accomplish through negotiation. Do you want to maximize your short-term value? Are you working to establish long-term collaboration? Is your goal to sell a product or service to a new client? Make sure you know what you want going in, so you don’t settle for what you end up with. 

2. Do Your Research

You should never start negotiating without doing some research to learn more about the other parties involved. You need to gather as much information as you can about the other side so you can adjust your negotiation strategy accordingly. Try to find answers to some of the following questions:

• What are your interests and theirs?
• What is your position and what is theirs?
• What possible problems do they have? How can you solve them?
• What have they done to solve the problem in the past?
• What is the best possible outcome for both parties?

3. Prepare a SWOT Analysis

A SWOT analysis is a great tool for getting a realistic and balanced picture of where you stand in the negotiation process. You need to determine your strengths, weaknesses, opportunities, and threats. This will help you determine the best course of action and what kind of deal would be most realistic for you. This may not guarantee that you get the deal you want, but understanding where you stand can help you avoid settling for a lousy deal. 

4. List Pre-Meeting Questions

It pays to know as much as you can about the other side including who is their decision maker, what are their underlying interests, what is motivating them, and what their walk-away point is. You can find the answers to these questions by preparing a few pre-meeting questions to get to know your counterpart. Do as much listening and as little talking as you can, and let them know you are vested in their interest and seek to find the best solution. 

5. Make a List of Concessions

You should always anticipate concessions in any negotiation. However, rather than being hit with these concessions on the spot, you want to prepare for them in advance. Make a list of concessions you would be willing to make prior to negotiating. List them in order of importance so you don’t give up too much too soon. Likewise, make a list of what concessions you want in return, because you should never give anything up without getting something in return. 

6. Prepare Your BATNA

A BATNA is the Best Alternative to a Negotiated Agreement and it is the only way to be successful in negotiations. When you prepare an alternative deal in advance, you immediately give yourself the walkaway power. During the negotiation, your BATNA serves both as your trump card and your escape plan, should you need one. 

7. Build Rapport

Rapport is so important in negotiations. How can you possibly make someone feel comfortable during a discussion if you are cold, aggressive, or unfriendly? Take a few minutes to break the ice and get to know each other a little better. A little small talk can go a long way in building a trusting relationship. The other party will be more inclined to make a deal with someone they like, as opposed to someone who is strict and grumpy. 

8. Prepare to Listen

All too often negotiators spend so much time preparing what they plan to say, that they forget all about listening to the other person’s needs. How are you going to create the best possible solution if you don’t really understand the problem in the first place? Active listening is one of the most important skills to develop as a negotiator. Ask open-ended questions and be prepared to actually listen to their response. 

9. Design Your Deal

Working with other members of your team, put together a comprehensive list of options to consider when designing your deal. Keep working until you come up with numbers that everyone agrees upon. Also, make sure to consider your SWOT analysis when coming up with your deal.

10. Prepare Yourself Mentally

As your negotiation draws near, begin preparing yourself mentally for what lies ahead. Think about what you plan to say, rehearse it in your mind over and over, and start getting into the right frame of mind. A positive mindset can mean the difference between a successful and unsuccessful negotiation. 

The purpose of any negotiation is to persuade others to agree to what you want. That said, what is the best way to go about persuading the other party? Should you be tough or willing to compromise? Should you be friendly or stern? There are several different strategies and tactics for going about getting what you want. One such tactic is to be an accommodating negotiator.

Opposite of the hardball negotiator, an accommodating negotiator is more selfless and might even be considered the “good guy.” The aim in this style of negotiation is to make sure everyone walks away feeling like a winner. This strategy involves understanding the needs of all parties involved, and being willing to compromise to help everyone meet their needs. There are times when being an accommodating negotiator can really pay off, though you should be wary of being overly accommodating. Here is when you should utilize the accommodating strategy and how it should be done so you can ensure you don’t give up too much. 

The Advantages of Being Accommodating

There will be times when you, as the negotiator, will need to consider the bigger picture. Perhaps you are trying to build a solid relationship with the other party for future business deals. Or, it might be that you are willing to give up a higher salary so you can take the job at your dream company. Whatever the situation, when you are looking at your potential future, it might be in your best interest to be more accommodating during a negotiation. Here are just a few advantages to consider:

• When done properly, you will be respected and appreciated by the other parties involved.
• It will help you continue to remain on good terms for future negotiations.
• You can maintain control over your losses.
• The other party will have a better impression of doing business with you. 
• The other party may agree to your terms out of respect.

All too often people enter negotiations assuming there will be a winner and a loser. Unfortunately, this can lead to poor relationships, anger, frustration, and someone feeling like they got the short end of the stick. You can avoid these negative feelings by being accommodating during negotiations. In doing so, you will improve your relationship with the other party and show that you are easier and more reasonable to deal with for future negotiations. When done right, you could turn things around for your benefit by your willingness to be accommodating. 

Why You Should Proceed with Caution

While it can certainly be beneficial to be accommodating during negotiations, it can also be to your detriment. There are also some disadvantages that come along with being accommodating:

• You may end up with lesser rewards on the front end.
• You may feel frustrated at having to give up too much.
• It could generate a lack of confidence among your peers.
• You could end up getting taken advantage of.

The accommodating negotiation style can be beneficial for improving relationships with the other party, but it should be done appropriately. You never want to concede more than you are comfortable with and you certainly don’t want to be viewed as weak. Therefore, be cautious when accommodating others during a negotiation and carefully consider your actions.

Negotiations can be tense, especially when the stakes are high. If you negotiate too hard, the deal is lost. If you are too timid, you could end up leaving money on the table. In reality, negotiations are a lot like a ballet, meaning you have to learn how to dance your way around certain situations in order to come out with a win. Successful negotiation is very much an art, rather than a hard science.

The reality of negotiations is also much more complicated than one might think. Not only is it important to focus on closing the deal, but it’s just as important to focus on when to walk away. Knowing when to walk away can be difficult. You don’t want to ruin the business relationship, but the last thing you want is to fulfill a contract that’s not ideal. For this reason, it is important to understand the dynamics of negotiations, including when to walk away. There is no point in prolonging a negotiation that is going nowhere. Here are a few signs that you may have reached the end of your rope and you would be better off walking away. 

You Have Reached Your Hard Line

Before you go into a negotiation, you should always determine the “hard line” at which you are not willing to cross. This would also be considered your “walk-away” point. For example, it might be a number that is the absolute lowest you would be willing to go before the deal no longer makes sense. It’s critical that you know your hard line before you sit down to negotiate and not try to come up with it in the heat of the moment. Furthermore, once you have settled on a number, stick to it. If the person isn’t willing to meet you at that number or better, it’s time to walk away. 

You Notice Major Red Flags

It’s important to be prudent when negotiating business deals. Sometimes we tend to ignore huge warning signs, hoping that things will ultimately work out. Unfortunately, it can be too late and things can really end up going awry if you aren’t careful. If you begin to notice that the person you are negotiating with keeps flip-flopping back and forth, making promises you know they can’t keep, or telling you things that just don’t add up, you’re better off walking away instead of prolonging the inevitable. 

Your Morals and Values are Being Compromised

Everyone has different values, and what’s morally important to you may not be as important to someone else. Though it’s not easy, this is one of the most important times when you need to walk away from a negotiation. If your gut is telling you that things aren’t right, trust your instincts. You should never have to deviate from behavior that you think is acceptable or compromise your own values for the sake of a deal. No deal is worth losing your integrity. 

You Know You Can’t Keep the Commitment

Sometimes we end up overcommitting just to get the deal signed. The problem with this is that you are setting yourself up for failure and you are also setting yourself up to damage a working relationship. Even if it means walking away, you are doing yourself a favor by walking away when you know you can’t deliver on your promise. It may sting in the moment but it will be more favorable for you in the long run.

The art of negotiation requires a unique blend of preparation, insight, and strategy in order to reach a win-win solution. Whether you are negotiating a new job offer or finalizing a business deal, it is important to understand which strategy to employ so you can overcome roadblocks and close the deal. There are several different negotiation strategies, each of which makes sense in varying situations. Ultimately, however, if you really want to get the deal done, you need to be prepared to adapt. 

What are Some Examples of Negotiation Strategies?

There are so many different strategies for approaching a negotiation and all of them are useful in their own right. In most cases, it depends on the person you are negotiating with and how they are handling the situation. For instance, some people might prefer to collaborate and work together to reach an amicable solution while others choose to employ hardball tactics. Here are some common strategies that can be used in these situations:

Identify Pain Points: Learn what challenges your counterpart is facing and provide solutions that would solve these challenges. 

Look for Common Ground: Take the time to get to know your counterpart and establish a solid foundation early on. This will help set the tone for an amicable discussion and can positively impact the attitude of all parties involved. 

Prepare in Advance: This should take place in any negotiation, and requires you to gather as much information as possible about the other party. Research history, past problems, pressure points, and also competitors prior to the negotiation. This information will put you in a better position to negotiate effectively. 

Make a List of Concessions: Prior to any negotiation, you should always make a list of concessions you would be willing to make and list them in order of priority. This will prevent you from giving up too much too soon. 

Identify Your Walk Away Point: You should also enter into any negotiation with a firm understanding of when you will walk away. Unfortunately there are times when an agreement cannot be reached and you need to be aware of your walk-away point. 

Adapting During a Negotiation

It sounds easy enough to know how to approach a negotiation but it’s not always an easy feat. If you are dealing with a competitive person, you need to be prepared to change your strategy and adapt to their hardball tactics. In this situation, you may have intended to walk in and collaborate when all of a sudden you were hit with a “my way or the highway” negotiator. In this situation, you would need to adapt and take a more assertive approach.

If they are being tough, be tough back. A hardball negotiator respects someone who is willing to fight back. On the other hand, you may have been prepared to use some tough bargaining tactics of your own only to find that such a strategy is insulting your counterpart. A great negotiator can see this and adapt their strategy to win them back. Perhaps you came on too strong, but you can progress toward a more workable middle ground. 

Our negotiation styles are typically derived from our own personalities and dispositions. Some people are more inclined to listen first before taking action while others prefer to strike first. While our personalities can certainly influence how we negotiate, they should not dictate how we negotiate with everyone. It takes time, but the most skilled negotiators treat each negotiation as a unique opportunity and adapt their strategy accordingly.

Whether you are brand new to the scene or you have been in your professional position for years, having sharp negotiation skills is important for your career. You might be negotiating something personal like a new salary or you might be negotiating a multi-million dollar deal for your company. The truth is negotiations are vital to success in the business world so it’s important to learn the right tactics, strategies, and social acumen to negotiate well. Consider the following strategies for becoming more adept and getting the most of your next negotiation. 

1. Be Prepared

Preparation is the first step to a successful negotiation. You need to have a clear understanding of the entire situation including what is at stake, and what you hope to achieve. You also need to run through all possible scenarios and have a plan in place in case things don’t go as planned. 

2.Do Your Homework

Before entering into a negotiation it is important to do your homework and gather as much information as possible about your counterpart. For example, you should know exactly who you are negotiating with and whether or not they are the primary decision maker. You should also know their company history, what challenges they face, what solutions they are looking for, and what other competitors they might be considering. Arm yourself with as much information as possible so you can tailor the negotiation to fit both of your needs. 

3. Know What You Want

In addition to knowing what your counterpart wants and needs, it is equally important to know exactly what YOU want. You should never enter into a negotiation without a clear understanding of exactly what you want and why. Not only do you need to know what you want, but you also need to know the boundaries of which you will or won’t settle. 

4. See Things From Their Perspective

Many times we are so focused on our own goals and we fail to think about the needs of others. When it comes to negotiating, it is important to put yourself in the other person’s shoes and try to see things from their perspective. Don’t make assumptions about what you think they want. Rather, ask them and listen to their response. Practice empathy and consideration. In the end, this will lead to a far more amicable working relationship. 

5. Listen Carefully

An important rule of thumb when negotiating is to listen more and talk less. You want the other person to feel heard. Their point of view is important so listen to what they have to say. Not only will this make the other person appreciative, but you might find out some helpful information that can help you arrive at a better solution. 

6. Consider Your Alternatives

You should always have a back-up plan when you negotiate. This is also referred to as a BATNA (Best Alternative to a Negotiated Agreement). You should prepare a BATNA in case you are unable to get what you initially asked for. You should never walk away from a negotiation empty-handed. 

7. Choose the Right Playing Field

You immediately put the other party at an advantage when you negotiate at their office. Try to schedule your negotiations at your own office whenever possible. If this doesn’t work out, try choosing a neutral location that will level the playing field. 

8. Don’t Be the First to Name a Price

There’s an old saying in negotiation that “the first to name the price is the one who loses.” Instead of walking in and making demands right off the bat, push the other party to do most of the talking and make them reveal the price they are willing to pay. 

9. Control Your Emotions

Sometimes negotiations can get heated, especially when a lot is at stake or you are dealing with a hard ball negotiator. In the event this happens, never lose your cool, as this will only lead to mistakes. Instead, be professional and always keep your temper in check. 

10. Seek a Win-Win Outcome

Successful negotiators know that everyone should walk away feeling like a winner. When you have a win-lose outcome, someone will always be upset and long-term relationships will be damaged. Seek win-win solutions that will foster strong working relationships. 

11. Build Rapport

Before diving right into the meat of the conversation, spend some time chatting with the other party. Ask them about their family, hobbies, or interests? Get to know each other a little better and find some common ground. This will ensure the conversation starts off on the right foot and will lead to a more productive conversation. 

12. Be Prepared to Compromise

A successful negotiation is all about give and take. Just as it is assumed you will negotiate the price of a new car, you should also assume there will be concessions and compromise in a negotiation. 

13. Prepare Your Concessions in Advance

Don’t wait until you are in the middle of a discussion to decide what you are willing to concede. Rather, you should make a list of concessions beforehand and prioritize them so you don’t give up too much too soon. 

14. Only Deal with Decision Makers

It is a waste of your time to negotiate with people who don’t have the authority to make decisions. Always try to find out on the front end if the person you are negotiating with has the power to do the deal. If not, request to deal directly with the decision maker. 

15. Don’t Feel Intimidated

It’s easy to get nervous in the middle of negotiations. You may even find yourself feeling a bit intimidated by the other party. Keep in mind, however, that they need you as much as you need them so approach negotiations with confidence. 

16. Be Willing to Walk Away

There will undoubtedly be times when you simply cannot reach an agreement. It might also be that the other person wants to see how far they can push you before you walk away. Always enter into negotiations knowing exactly where your “hard line” is and stick to it. This communicates that you will not be taken advantage of and it might actually lead to a better outcome. 

When it comes to negotiating, most people tend to focus on what they plan to say during the negotiation. What information are they going to provide that will sway the other party and what things will they say to convince them? However, highly effective negotiators understand that successful negotiations are more about listening than speaking. Simply put, asking the right questions can give negotiators the best chance of achieving their desired outcome. The ability to ask the right questions is what sets a successful negotiator apart from those who struggle to gain the advantage. More often than not, the one who comes out on top is the one who asks the right questions. As you prepare for your next negotiation, here are some of the best types of questions to ask  to help you emerge victorious. 

Open-Ended Questions

It is important to ask plenty of open-ended questions during a negotiation. These are questions that cannot be answered with a simple yes or no, but rather require the respondent to provide some additional detail and information. Open-ended questions are a great way to gather useful information that will help you better understand what is motivating your counterpart. 

Example: “I’m curious to know how you feel about that?”

“How did you come up with that price?”

Probing Questions

If you find an answer to be incomplete or you want to know additional information about a particular topic, you can follow up with a probing question. If the respondent only provided a short answer to the question, you can nudge them to tell you more by probing them just a bit further. 

Example: “Tell me more about what is concerning you?”

“I heard you say you had a bad experience with your previous vendor. What happened after that?”

Open Opportunity Questions

This type of question invites the respondent to share their opinions and point of view about a particular subject. By asking this type of question, you are demonstrating that you value the other party’s opinion and you genuinely care about their views. 

Example: “What do you think about this solution?”

“Help me understand what is concerning you the most?”

Leading Questions

Just as the name implies, this type of question leads the other party to your point of view in a gentle yet persuasive manner. 

Example: “After hearing everything we have to offer, don’t you feel like this would be the best package for you?”

“After I send over the documents, will I have your signature by this afternoon?”

Flattery Questions

Flattery is an effective way to both compliment the other party while also encouraging them to elicit information at the same time. Most people are happy to respond to a friendly compliment.

Example: “Would you mind sharing your expertise to add input into this issue?”

In any negotiation, communication with questioning is vital to success. People often forget to ask questions because they are so focused on what they want to say, but asking the right questions and listening to the other person is the best way to achieve your desired outcome.

Negotiation is a powerful skill that helps you advocate for yourself in both your personal and professional life. Whether you are negotiating your salary or your cable bill, it’s important to learn how to negotiate effectively in order to achieve what’s best for your position. There are several ways to go about negotiating a deal. The most ideal situation is to communicate effectively between both parties in order to reach a mutually beneficial agreement. While this is definitely the ideal situation, that doesn’t mean it’s always possible. Some negotiators realize that hard bargaining tactics have their own place at the negotiating table. Though hard bargaining may not be the most popular strategy, there are times when it simply is the most effective. Let’s take a closer look at what exactly constitutes hard bargaining tactics and why they might need to be employed. 

What are Hard Bargaining Tactics?

Hard bargaining is probably the most recognizable type of negotiation. When most people think of hard bargaining, they picture someone slamming their fist on the table making ultimatums and demands. Hard bargaining tactics are often described as threats, extreme demands, or even unethical behavior, which is used to gain the upper hand in a negotiation. While there is some truth to this description, hard bargaining tactics do not always involve betrayal and harsh antics. The truth is, hard bargaining tactics do involve a battle of the wills and it usually emphasizes results. Hard negotiators are typically unwilling to concede, focusing solely on their position. That said, there is still a time and place when hard bargaining tactics can be useful. 

When to Use Hard Bargaining Tactics

The outcome of a negotiation is largely determined by the negotiator’s tactics. Different approaches will yield different results. Here are a few instances where hard bargaining tactics can be necessary.

• When you absolutely MUST get your desired outcome

If you are negotiating a deal that you know will only go through if your demands are met, you might need to employ hard bargaining tactics. For example, if you know you will only take the job if you get X amount for your salary, you might be willing to negotiate with hard tactics. You can let the manager know that you MUST get your desired salary or you will have to pass on the job. 

• When you know you will never have to deal with the other party again

A great example is when you go to purchase a car. You are likely to haggle on the price and make demands or ultimatums because ultimately you,as the customer, have the upper hand. You are willing to walk away but the car dealer certainly doesn’t want to lose the sale. Given that you will likely never have to deal with the car salesman again, you might do better to employ hard bargaining tactics. 

• When you are negotiating with a soft negotiator

Soft negotiators are often steamrolled by hard negotiators. They are more likely to cave and give ground in an effort to preserve good will. These negotiations almost always end in a win for the hard negotiator.