Small Business Sales

Integrative negotiation is a strategy in which both parties collaborate to find a “win-win” solution by developing mutually beneficial agreements based on each party’s interests.

Distributive negotiation is the process of dividing up the value of a fixed pie or options during negotiations, and is based upon the idea that one party’s gain means the other party’s loss.

When buying higher-priced, customized, or used goods, or services, you can always negotiate for price concessions.

There are many factors that good negotiators try to control to give them a competitive edge in their negotiations.

In business, we are always negotiating with suppliers, vendors, customers, and employees. The “I FORESAW IT” mnemonic is a powerful tool created by Seth Freeman that sums up what a negotiator should follow to systematically prepare for any important negotiation. Each letter reminds you of questions you want to ask yourself and then answer as part of your preparation for a negotiation.