One reason you must be very certain to set limits is that they automatically define your resistance point. Your resistance point is close to your limit but leaves enough room to close the deal without crossing your limit. At the resistance point, you let the other party know that he or she is getting close to your limit — and that you will soon be walking away. Don’t remain silent until the other party crosses the limit and knocks the negotiation out of the sky. You need to begin your complaints before that critical moment. Resist any proposal that too closely approaches the limits you set.
How far out in front of the limit you set your resistance point is a matter of your own personality and comfort zone. However, if you haven’t set limits, you can’t know when to start putting up a strong resistance. You can bet that the other party will be hurt and angry when you walk out if he or she hasn’t had a clear warning from you in advance. Your counterpart needs to hear that the negotiation is approaching a resistance point before the discussion concludes.
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