One-time encounters or long-term relationships: when negotiating strategies should differ
Posted October 29, 2007 - 15:28 by Julie Rains
For years, I struggled to negotiate effectively with a business associate (I’ll call him Mr. X), despite concessions gargantuan in my estimation but miniscule and unacceptable in his opinion. With other such associates operating under nearly identical business models (Mr. A and Mrs. B.), I had reasonable discussions that led to mutually beneficial agreements. Listening to a podcast by mind-mannered negotiation guru Dr. Josh Weiss, I finally discovered what was wrong.
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