What's Happening????

Long-Term Relationships, Collaborative Negotiation and Sales Contracts

For a long time, the story of negotiation in the business world has been the story of competitiveness and domination. Each negotiation told the tale of a zero-sum transaction with one winner and one loser: the winner, the more dominant party at the table, would extract the most valuable deal they could. This paradigm, called competitive negotiation, sometimes goes far enough to demand that negotiators speak and act and pose in certain ways to increase their apparent dominance. It's been synonymous with