Oh, and as it relates to people accustomed to zero sum outcomes, there are a host of fundamentals to keep in your back pocket.
1) Know when to walk away – a bad deal is worse than no deal
2) Use the opportunity to show them how a mutually-beneficial outcome is more accretive
It’s my experience that people are more prone to steamrolling if they have someone they are trying to impress, typically management. So in those cases it is useful to remember that in negotiations there are both individual and institutional objectives.
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