74. The Law of Futurity
The purpose of a negotiation is to enter into an agreement such that both parties have their needs satisfied and are motivated to fulfill their agreements and enter into further negotiations with the same party in the future.
This is a foundation law of negotiating, and it applies especially to negotiations where you will be dealing with the same party again. In business, it is quite common for people to be in and out of business transactions and negotiations with each other for many years. This fundamental futurity must be kept in mind at each stage of each negotiation.
Let’s break this law down into its constituent parts. First, “the purpose of a negotiation is to enter into an agreement.” It is assumed, but not always ...
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