The result of these efforts is however hardly objectively measured, yet it can be the most important part of your today’s transaction. Why negotiations to a 9-2 run to stay in the analogy: there are of course negotiations just so brutally posed for a page like this football game for the Hamburger SV. Also there are reasons: there is a more powerful negotiating partner in internal negotiations with hierarchy levels across, there is often a power component and dependencies. The question of power in the region is often also in negotiations between purchasing and sales. That is quite simply observed in industries with an oligopoly on one side. With all the trumps in his hand, used every advantage possible and a goal scored after another without regard to the relationship.
There are automated response patterns Especially under pressure, we respond with automatisms. If it is very severe with the emergency programs: go to or leave. But already many processes run according to a well-established pattern. You can see it very well in the context of private and the many family negotiations. There is a fairly steep learning curve towards such automation.
To overcome is usually much more expensive. A few examples: silent, make concessions, let the shoulders to hang, snippy, a negotiating party is simply bad starts with missing or incorrect goals, go to the setting and may also list (team). Important abilities and skills, and one missing mercilessly except on the field (at the negotiating table). A party will take no WIN-WIN, but only the own advantage if the relationship disappears and also dependencies are not observed, then I need no consideration also on my negotiating partner. Then I ruthlessly every advantage offered take advantage of. Triggered or reinforced this behavior may be by premium and bonus systems. If I must weigh between my personal advantage and a meaningful long-term WIN-WIN in the trial: what should I choose? If you want to negotiate in the future better, or want to book a training to the relationship and transaction management.