In negotiation, one potential strategy to end a meeting might be to use an ultimatum – but at what cost!
Will they be tempted to use ‘ultimatums’ to help close their negotiations?
Or will they use a ‘hypothetical ultimatum’ that still has room to move?
Tips on how to make an ultimatum
If you believe you must use this tactic (maybe as a closing final offer), then some pointers include:
- Be completely sure you have exhausted all other options
- In particular, consider both the immediate and the longer-term outcome implications – including how the other party will respond, as well as the probable consequences for your relationship
- Give the ultimatum prominence by making it an almost expected focal point of the negotiation
- Develop a specific rationale for why you are making it
- Deliver it in a manner that is clear, concise, and credible – it must have the look, sound, and feel of finality
- Once made, do not blink. To make any change will cause a major loss of credibility.