Do repeat business assumptions count in your business plan? If so, the way you conduct your negotiations takes on much greater importance.
Some view negotiation as a series of devious games and ego contests conducted to gain advantage by keeping the other side continuously off balance, intimidated or flustered. We find this approach to negotiation quite short-sighted if your “win” leaves the other side angry, resentful and questioning your credibility. Who wants to do more business with someone who makes them feel as if they have been bullied or tricked? The logical response will be to aggressively seek an alternative the next time around, whether you are a buyer, seller or “business partner.” That doesn’t sound like much of a win to us. Read more