Scott, I tend to agree. I also think it makes sense to actually mean it -- in other words, to have a certain percentage of negotiations that actually don't result in a deal.
In game theory terms, it might be a viable strategy to burn deals at random in order to reinforce the signal that you can, and do, have the willpower to turn down deals.
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I think saying something along the lines of "we're wasting our time here" and getting up and walking out would be even more effective.
Scott, I tend to agree. I also think it makes sense to actually mean it -- in other words, to have a certain percentage of negotiations that actually don't result in a deal.
--Mike Hofman
In game theory terms, it might be a viable strategy to burn deals at random in order to reinforce the signal that you can, and do, have the willpower to turn down deals.