I am sure you know the situation: You’re negotiating. But, despite your efforts and good will, the negotiation fails. The demands of your counterpart are simply exaggerated. You must reject them. What next?

Microsoft and Yahoo
I remember very well, how perplexed I was, when I read, that the hostile takeover of Yahoo by Microsoft failed. Both companies burned a hell lot of money at Wall Street during the negotiation, while bargaining the price per share.

Yet, Microsoft didn’t want Yahoo at any price and decided finally to withdraw their offer. Better late than never Microsoft decided to walk on on its own. They went on with their alternative.

Only after Jerry Yang, the co-founder of Yahoo, resigned due to the pressure of the stakeholders, could his successor, Carol Bartz, refocus on the joint interests of both companies: To counterbalance Google. That opened the path for cooperation.

Apple and facebook
It is said, the tried for eighteen month to come up with an agreement that allowed Apple’s Ping to connect with facebook’s social network. It must be frustrating, very frustrating, for Apple, maybe for facebook, too.

Again, finally Apple decided to walk on and start Ping without facebook. Right before greater damage unfolded, Apple decided to go with its alternative.

What’s in it for us?
Better you have a plan B, an attractive one, and the courage to walk it.

Lean back and take a (fresh) look at “Getting To Yes” by Roger Fisher, William Ury and Bruce Patton; alternatively “The Power of a Positive No” by William Ury.

And, who knows, maybe it goes on together, someday- for Apple and you.

Update: It seams as if Apple and facebook found a way to reach an agreement on how to connect Ping and facebook. Please find more information here.