I’ve watched it happen more times than I can count: a team runs a perfect race in a negotiation, preparing well, staying disciplined, asking the right questions, and trading effectively. Then, as soon as the finish line comes into view, it’s like they forget how to run.
All of a sudden, the focus shifts to “just getting it done.” They start giving away things they don’t need to, negotiating against themselves, or accepting terms they’d typically push back on. It’s as if all the good habits built during the negotiation get tossed aside in a last-minute sprint to the deal.
We call this “deal-focused.” It’s that intense, emotional pull that says, “I just want to close this thing.” It happens because people have spent time and energy, and they can’t bear the idea of walking away empty-handed. Add in a little fatigue and maybe ego, and suddenly their discipline evaporates.
The irony? The last 5% of a negotiation often determines 50% of its value. That’s when mistakes get expensive. All it takes is one unforced error at the end — and that error is usually emotional, not strategic.
I’ve seen teams justify this behavior with phrases like, “It’s not worth losing the deal over this,” or “Let’s just give them what they want to get this done.” That kind of thinking moves the focus from getting the right deal to getting any deal.
Fortunately, this is when Scotwork can help teams steady themselves, reminding them that a deal for its own sake doesn’t equal success — only a good deal does.
If you feel you’re starting to get deal-focused, here are 5 things that can help you get to the finish line strong . . .
- Pause before agreeing. When things are moving fast, slow down. Take a breath. Even a few seconds of reflection can help you see the big picture again. The shortest path to regret is to rush.
- Revisit your objectives. Before saying “yes” to the final deal, ask yourself, “Does this meet our objectives?” If not, you’re about to agree to short-term relief at the expense of long-term value.
- Trade, don’t give. When the other side makes a last-minute request, resist the urge to give in “just to get it done.” Every ask is an opportunity to build value (and manage precedent).
- Don’t negotiate against yourself. Make your proposal and stop talking. Silence feels awkward, but it’s one of the most powerful tools in negotiation. Don’t break it by improving your own offer.
- Bring in a calm voice. A second set of eyes can help you stay grounded, whether it’s a teammate’s, manager’s, or external coach’s. Someone who’s not emotionally attached will often see what you can’t.
Negotiation discipline isn’t just about starting strong; it’s about finishing smart. The end of a deal should be your moment of confidence, not collapse. So, when you’re nearing the finish line, don’t let deal-focus take the lead. Keep your form, stay steady, and finish with your best deal. That’s where the real win happens.
Negotiation Training and Consulting to Help You Finish Smart.
Negotiation discipline isn’t just about starting strong; it’s about finishing smart. Rely on Scotwork’s 50 years of expertise to keep your form, stay steady, and finish with your best deal.