Larry Myler- Many people, when negotiating, think they have to “beat their opponent” in order to get what they want. However, there are better tactics that can yield superior outcomes. Negotiation needn’t be adversarial if undertaken as an effort to re...  Approaching these encounters with the attitude that your counterpart is your enemy makes a good result a lot more difficult to achieve. Winning a negotiation means getting the most value out of the deal, rather than defeating the other party. Here are four ways to make that happen.

1. Make the pie bigger. Fixed-pie negotiations assume there is a limited amount of benefit to go around. “Take it or leave it” is a fairly uncreative thing to say in a negotiation, and it will get you fewer wins...

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