Frame the negotiations as a problem-solving challenge.
Take the time to make small talk. It’ll build connections you can leverage later on. Stress the areas on which you agree, and use words like “we” to signal you are invested in the relationship.
Reflexively cave on issues because you think it’ll win you favour. It’ll come back to haunt you.
Simply ask what the other side wants. Ask why they want it. Mistake impact for intent. The other side may have their own unique pressures that restrict their ability to manoeuvre.
The HBR Article is by Carolyn O’Hara
Rod Geoghegan works with Marketing Services Agencies, Tech Start-ups and Professional Services Firms to plan and deliver growth.
He is Founding Partner at Metropolis Partners