Decide Your Walk-Away Point
Practical ways to decide your walk-away point, the line that protects you from a bad deal.
Know when to say no. Decide before emotions rise.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
Your walk-away point protects you
Deciding in advance the terms you will not accept stops you from agreeing to something you will regret.
Write it before the meeting.
Base it on your alternative
Your best alternative tells you what offers are worth accepting.
Compare the numbers.
Include non-price factors
Time, risk and effort matter as well as money, so include them in your limit.
List all factors.
Write it down
A written limit is harder to abandon under pressure.
Keep it in your notes.
Share it with a colleague
Another person can hold you accountable.
Tell someone you trust.
Do not reveal it
Keep your limit private so you do not invite pressure toward it.
Practise deflecting.
Plan how you will say no
A calm, kind refusal is easier if prepared.
Draft the words.
Be willing to use it
A limit only has power if you honour it.
Commit in advance.
Revisit if facts change
New information may justify a new limit, but decide it calmly.
Pause to reassess.
Feel the freedom it gives
Knowing your limit lets you negotiate without fear.
Notice the relief.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“My limit is this number.”
“I have a better option if we do not reach it.”
“I will not go beyond it.”
“I would rather walk away than agree to less.”
“Is there room to move on the other terms?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Set your minimum acceptable terms
Write them down
Link to your best alternative
Share with a colleague
Keep to it
Review
Adjust only with facts
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Plan Your First Three SentencesNext: What They Say vs What They Need →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
