Today I learned a few things about negotiating deals between two companies trying to build a good relationship. In general it's probably not the best idea to come into the negotiations with your guns ablazin. It is in your companies best interest to negotiate the best deal. However, it is also in your companies best interest not to have the other side of the table leaving the meeting feeling like they just got screwed. At a minimum it is worth the time to explain in detail why a specific outcome is required for the deal to move forward. Better yet, spend time hashing out ideas with the other company that will sweeten the pot and keep the relationship a positive one. If after deliberation a method to sweeten the deal cannot be found it shows that you at least made a whole hearted attempt and that maybe the next proposal will fall more equally.
aaron.berndt
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