|Published on 2023-03-30 by John Collins.|
The ideal goal for any negotiation is for both sides to feel like they have won, but in reality they have both compromised on something.
To achieve this, both must be willing to give ground on topics that they don't care about. Negotiations are always better when everyone is winning something.
When a negotiation between two parties who dislike each other breaks down, it's because they are not following this rule: instead they are not giving ground on any topic, even ones that don't affect them, because they hate the idea of the other side winning anything.
Thankfully most business negotiations are not that unhealthy however, and there is usually a middle ground that can be met when both parties are honest.
Just remember: give ground on what is unimportant to gain good will, and use that good will to secure what matters most.