Negotiating Partnerships: Increase profits and reduce risks

Rational and knowledgeable negotiators

The knowledge of the things we negotiate about is greatly lacking. In today’s slim organizations, bigger and bigger demands are made on the employees. People who have never negotiated before end up in jobs where negotiating is one of their most important duties. We may meet a technician who is expected to be able to handle the business side of negotiations. His lack of business experience and knowledge of economy makes it impossible for him to see the ‘deal’. He sees the technical requirement specifications as a challenge. The costs, the time and the risks which the demands result in become vague and a general view of the business is missing. His decisions will not be businesslike.

Knowledge of how different ...