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The Truth About Negotiations by Leigh Thompson

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Truth 8Your industry is unique (and other myths)

Contrary to popular thought, the basic structure of negotiation does not differ that much across different industries.

Myth #1: Your industry is unique

No matter what the industry, negotiators have specific issues that are important to them. For example, a home buyer might focus on price, closing date, and financing terms. A publisher might focus on royalty rate, permissions, copyright retention, and number of free author copies. The key thing for both of these negotiators is not the nuances of how closing dates and royalty rates work, but rather the fact that they both care about certain issues and may or may not be willing to make concessions in regard to them. Similarly, both the home buyer ...

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