From Forbes.com

Jim Camp- Win-win negotiation, which is more correctly defined as win-lose negotiation, is the just about the worst mindset anyone can have prior to working out an agreement with another party. I’m still not sure what the draw is. Maybe being “flexible” about giving up some of their goals makes people feel virtuous. Maybe people like the warm fuzzies associated with the term. This is total nonsense.

The right way to negotiate is going in there with a mission and purpose which – surprise, surprise – is typically tied to money. In a successful negotiation, it’s up to each side to paint a vision – based on that side’s mission and purpose – which the other side evaluates as being beneficial or not.

The party who presents a vision with a “wow” factor that knocks the other side’s socks off – for example, “We’ll pay you less than what you’re asking but you’ll get incredible global exposure!” – has done a better job of persuading. Without either party applying pressure to the other side, each party has the right to say, “Your vision doesn’t work for us because we don’t see the benefit you’re offering. Sorry, but we’re going to walk away.”

But isn’t that win-win, you ask? Not at all...

Read more [HERE].