Negotiating Partnerships: Increase profits and reduce risks

Conclusion — how to become a better negotiator

An unfortunate proposal can be compared to driving a nail into the wall. It can be done just with one blow but it takes time to pull the nail out again and it cannot be done without leaving a mark where the nail was.

Examples and experiences in this book show that negotiation is a psychological game with high stakes — a game we humans play against one another. Sometimes against opponents whom we know and sometimes against opponents whom we do not know. Do you know yourself? Do you know what affects you in different ways and how you can influence your opponent by varying your behaviour?

If you want to be better at negotiating, you have to start with yourself. Dare to stare your own faults and skills ...