You've Already Started A Negotiation Wrong If You're On Opposite Sides Of A Table
Geoffrey James, Inc.
Although everyone claims to want a "win-win" deal, the sad truth is that most businesspeople are competitive and subconsciously want to "win" by making the other person "lose."

Even when you enter negotiations with the best of intentions, it's fair to assume that, at some level, your counterpart wants to see you "lose" at least something. There's also probably a part of you that probably feels the same way about them.

The trick to moving out of this mentality is to "increase the size of the pie," according to Dr. Michael Leimbach, vice president of global research and development for the sales training firm Wilson Learning Worldwide.

To accomplish this, you treat the negotiation as a way to expand the deal to include items that both parties want but may not have identified or realized when they first entered the negotiation. Here's how:

1. Sit on the same side of the table.

2. Depersonalize positions into problems.

3. Address the "why" behind the "what."

4. Introduce objective standards.

5. Have an alternative plan.

Read more on each tip and the full article from BusinessInsider.com [here].