Negotiating should not be about winning. It should be about getting to a place that is mutually satisfactory for both parties. Occasionally you may be up against a person whose personality just grates on you. You may not like him or her, and his or her “style” might be very adversarial and confrontational, but you have to put it aside. Be cool. If you let your emotions run, you can start fixating on one-upmanship and “winning.” Don’t take your eye off the prize—getting an agreement.

Categories: Negotiation