If you fail to separate the issues from personalities the result can turn into a showdown. Egos and machismo can come into play. What starts out as a contract negotiation can turn into, “I’ll show that guy. He can’t do that to me.” When it gets to this point, it’s probably strike or lock out time, and that’s not good. Avoid “drawing a line in the sand” and announcements of “deal breakers.” Don’t be drawn into a contest.

Categories: Negotiation