As negotiators, we understand that when we enter into a negotiation we need to use our negotiation styles and negotiating techniques to both collaborate and compete with the other side of the table.
It is our job to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. At the same time, what we are trying to do it to claim as much of that larger pie for ourselves.
So what’s the best way to make this happen?
