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My Negotiation Pet Peeves

Open display of animosity between negotiators   Lack of understanding of what the other side needs Incomplete and/or wrong data Poor follow up on questions, solutions or methods Business as usual responses to questions Hide serious problems that you know will surface...

Getting to We: Negotiating Agreements

It’s time for a new approach and mindset for contract negotiations—time to leave the me-first, I-win-you-lose strategy and replace it with a highly collaborative approach when structuring partnerships. What if the agreement you negotiated was more than just a...