Negotiations are a part of everyday personal and professional situations. We spend much of our lives negotiating, and most of our negotiations are within ongoing relationships. We are faced with the dilemma of pushing hard for what we want at the risk of damaging the relationship.
If all we are doing is taking a position, arguing for it, making a few concessions, and bargaining using a win-lose manipulative style then at best we miss out on a better upside. More likely, we invite immediate or passive-aggressive retribution that can leave us worse off then before starting the negotiation. This type of positional bargaining may result in short term gain, but frequently destroys the relationship.
In contrast, a more principled approach has been proven to provide highly successful results for all parties without destroying long-term relationships. Our approach is a research-based program that helps salespeople and managers become better negotiators. The program is based on Principled Negotiation, a method of mediation in which people negotiate on the merits of the problem to reach agreements that are satisfying to both parties. The goal is to find the most profitable way to complete a deal that works for all parties, while building strong, trusting relationships.
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