Businesses should seek “a better path” so that commitment becomes a ‘natural consequence’ and closing the deal is easier
Closing a deal can be ‘extremely hard’, says INSEAD Affiliate Professor of Decision Sciences Horacio Falcao, because it’s the conclusion of the whole negotiating process. If something’s gone wrong and hasn’t been picked up by that point, the person you’re negotiating with will “probably err on the side of ‘no’ rather than ‘yes’.”
[This article is republished courtesy of INSEAD Knowledge, the portal to the latest business insights and views of The Business School of the World. Copyright INSEAD 2024]