Negotiating is a learned skill. Many people feel uncomfortable negotiating, view negotiating as a form of conflict, try to avoid it, and therefore never develop negotiating skills. As a result, they frequently fare poorlywhen encountering experienced negotiators (such as automobile salesmen, for example).
While many negotiations fit the winner-take-all model, in many other cases, negotiation can be viewed as forging long term relationships instead of as conflict. In this win-win model, the objective is to advance your long term interests and create a mutually beneficial relationship. Interestingly, skills developed for win-win negotiating are also very effective in winner-take-all negotiating. Some basic concepts are: ... full article