Final answer:
The strongest negotiating position is being able to walk away and mean it. By having the option to leave a negotiation and actually following through, a negotiator can demonstrate strength and create leverage for better terms.
Step-by-step explanation:
The strongest negotiating position is being able to walk away and mean it. This means that during negotiations, if one party is not satisfied with the terms being offered, they have the option to walk away from the negotiation table without hesitation. By having this option and being willing to use it, a negotiator can demonstrate their strength and resolve, which can give them an advantage in the negotiation process.
For example, let's say a buyer is negotiating with a seller over the purchase of a car. The buyer has a maximum budget of $10,000, and the seller initially asks for $12,000. Instead of immediately accepting the seller's offer, the buyer states that they are willing to walk away from the deal if the price cannot be lowered to their budget. By truly meaning this and being prepared to leave the negotiation, the buyer puts themselves in a stronger position to negotiate a better deal and potentially get the car for a lower price.
In summary, the ability to walk away from a negotiation and mean it can give a negotiator a stronger position by showing their determination and creating leverage for better terms.