SPOT THE “DOORKNOB” MOMENT

You’ve just reached a deal. Hooray! The other side is walking out (virtually or physically), and suddenly says, “Just one more little thing . . .” This “little thing” could be significant, and the “doorknob” moment could be a ploy to get you to concede easily so as not to blow up the hard-won deal. Apply the same scrutiny to the doorknob moment as any other term of the deal.