Most negotiations need not be competitive. Instead, you have walked into the negotiation with a set of goals. You may want to do an initial bit of work for a new client. You may want to get paid fairly for that work. You may want to open up opportunities for new collaboration.
Your negotiation partner also has goals--perhaps to solve a nagging problem that cannot be done in house, to pay a fair price for that work, and even to find an opportunity for a new collaboration.
Read more from Fastcompany.com [HERE].