I once heard, successful negotiations is letting people have it your way. What an impact statement, powerful. Sounds like McDonald's or the NFL when they are negotiating with ESPN for a lucrative TV contract. When I go into a negotiation the most important component is knowing what their goal is. What are they looking for and why? I then define my goal, assessing constantly as the negotiation process proceeds. It is important that it is a win/win environment. There are many small gives that I offer up along the journey so that they feel they are receiving. It is important that they feel kindly towards me and this happens when i do not play hardball but I logically play to what their goal is:
How are your negotiations going? Are they win/win? If so keep it up, good job.
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