Effective negotiators find ways around hurdles. Every negotiation has moments when it doesn't appear the parties will ever get together. You have to get past those hurdles. Look for trade-offs based on what's cheap for you and valuable to the other side. Work to reshape the deal so everybody wins.
Effective negotiators are willing to walk away.
A bad agreement is much worse than no agreement. Copyright 2001 Paul G. Fox. All rights reserved. All rights reserved.