Occasionally, stop the bargaining to do some brainstorming together, then resume the negotiation. Remember that more and more, the issues being negotiated are intangible. Time, service, quality and commitment are important issues for negotiation. The value placed on each facet of these intangibles is hard to see, touch and measure. Every person puts different weight and value on these issues that make up much of our negotiations.
All people view things their own way.
Getting to an understanding of how much the other person values each issue will allow you to effectively bargain issue for issue. In a world driven by information and knowledge, the traditional rules of hard-nosed negotiation are less useful. Winning in today's marketplace means ensuring that everyone can achieve their necessary goals and outcomes. This in turn allows us to establish and maintain long term business relationships. All rights reserved.