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Pay for Output, not Input
Whether you need to lower costs with a key vendor, buy or sell a firm, hire an employee or land a complicated project, all of us need to negotiate. Just the thought of it can tie the stomach into knots.
Negotiations are often thought of as a place to wring every last penny out of the person across the table, causing stress and combative emotions in all parties. Negotiations are usually the best opportunity for you to create (or destroy) value for your business. Integrative bargaining refocuses all of the participants on their underlying interests and creates ways to align agreements that work for everyone at the table.
Strong, long-term agreements are the base of strong, long-term relationships that add value to your company on an ongoing basis.
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