Negotiating Partnerships: Increase profits and reduce risks

What are the best negotiation methods?

Many people are looking for a single negotiation approach that will ensure that they always get what they want. Forget it — any such approach doesn’t exist. Nor is there any one negotiation method that is always better than all the others. You should combine co-operation and zero-sum games. However, the way in which these two factors are combined will vary from case to case.

Negotiation technique is a science in which you have to work with probabilities, but you must still expect the improbable to happen. You can’t predict with complete certainty how the other party is going to perceive of the negotiation you’re about to embark on. You can’t with complete certainty establish that he perceives your signals ...