“I can’t believe they want to negotiate every single point,” my client said. “It makes no sense. These are standard terms, and many of their changes represent no functional difference.”
What can you do when facing someone who wants to negotiate everything – even seemingly incontrovertible issues?
Start by exploring the rationale underlying your counterpart’s “fight everything” strategy. Then design a counterstrategy to address it.
Here are some reasons why a “fight everything” approach may seem sensible, plus some ways to counter them.