Finally, let’s talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn’t normally do, I believe you should work with the other person to figure out your problems and develop a solution with which you can both win. Your reaction to that may be, “Roger, you obviously don’t know much about my industry. The people with whom I negotiate don’t take any prisoners. There’s no such thing as win-win in my industry. When I’m selling, I’m obviously trying to get the highest price I possibly can, and the buyer is obviously trying to get the lowest possible price. When I’m buying, the reverse is true. How on Earth can we both win?”
Let’s look at the most important ...