Negotiating Partnerships: Increase profits and reduce risks

7. Not everything can be measured and weighed

Negotiations are far more than processes where everything revolves around the added value and the distribution of the cake. You will experience meetings where you suddenly do not understand the opponent. As far as you are concerned, he has stopped functioning rationally. Value judgements which you have difficulty understanding and accepting seem to be more important than money and measurable facts.

Not everything can be measured in monetary terms or as technical performance. Our decisions cannot be illustrated or explained exclusively by means of fact-finding calculations of an economic or technical nature. There is a further dimension which cannot be measured and which often can be difficult to ...