Negotiating Partnerships: Increase profits and reduce risks

Summary: Choice of strategy

The strategy will be influenced by your own personality and that of the other party, your personal chemistry, your view of the upcoming negotiation, and of the future.

Other issues to consider include the following:

• The policy of the organization, its ethical standards, corporate and industrial culture, and the relative strength of the parties will affect any choice of method.

• Subconscious needs govern the choice of strategy.

• Other cultures are better geared to combat than ours.

• Any negotiation will often consist of both subconscious and unstructured mixes of different strategies.

• Give priority to openness, trust, and co-operation. Keep your fighting spirit and aggressiveness in check.

• Learn to view the negotiation from ...