The Negotiation Book: Your Definitive Guide To Successful Negotiating

1.6. THE CASE FOR COLLABORATION

If you prefer collaborative negotiations it could be because:

• you need the commitment and motivation of the other party in order to deliver on what you have agreed;

• you prefer to work within a range of variables that allow you to consider all of the implications and the total value in play;

• you regard it as a better way of managing relationships; or that

• you simply fear conflict and the potential negative consequences of the negotiation breaking down.

Whatever your reason, you should ensure that it is because it's more likely to meet your objectives rather than simply a style preference that provides for a comfortable environment. How appropriate this is depends on how honest you are with yourself about your motives and the benefits that collaboration will bring.