Negotiating Profitable Agreements

Summary

Thousands of negotiations occur every day in most major corporations: negotiations with customers; with suppliers; and between departments. One thing is certain: Every dollar your people give away in those negotiations is a dollar lost forever from your company's bottom line.

In today's "do more with less" business environment, effective negotiation can make the difference between profit and loss ... and determine whether your corporation's key goals are achieved. Yet in most organizations, good negotiating is the exception, not the rule.

In fact, the negotiation behavior of many managers and individual contributors is often the opposite of what top performers do. High performers know instinctively that good negotiating builds both profitability and strong relationships. But exactly what do these high performers do that others don't?