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As you resolve issues with your vendor, steer clear of zero-sum games or confrontational negotiations. That way no one wins. Win-win negotiations, however, leave everybody happy.
Ask initially for more than you expect. That creates flexibility and allows both parties to win while “losing” some ground.
Focus on interests, not positions, including your own.
Build on commonalities before addressing the differences. Use the “we are in this together” approach.
Search for opportunities that maximize joint outcomes and increase the overall value of the deal. Find solutions that allow both parties to win.
Look for tangible and intangible benefits that both ...