Trends & Issues-III

Forget the Deal! Negotiate to Get the Strategic Relationship

Most negotiations pursue getting a good deal, but what if the perspective is changed so negotiations pursue getting a strategic relationship? The deal becomes a long-term productive relationship, creating more value. By Andrew Hale

What if a negotiated deal was a negotiated strategic relationship? The implications are immense. Changing the goal of the negotiations from landing a deal to establishing a strategic relationship creates a win-win outcome for both sides, because a collaborative relationship produces several advantages that a negotiated deal does not offer. For example, the strategic relationship benefits both sides by creating long-term value, because a shared ....