As valuable as it is to have many options, people involved in a negotiation rarely sense a need for them. In a dispute, people usually believe that they know the right answer – their view should prevail. In a contract negotiation they are equally likely to believe that their offer is reasonable and should be adopted, perhaps with some adjustment in the price. All available answers appear to lie along a straight line between their position and yours. Often the only creative thinking shown is to suggest splitting the difference.

However, there are an abundance of options like premature judgement; searching for the single answer; the assumption of a fixed pie; and thinking that “solving their problem is their problem.” In order to overcome these constraints, you need to understand them.

Learn negotiation strategies and tactics to help you overcome the challenges and achieve win-win situations for both parties, achieving definitive agreements, strengthening work relationships, avoiding nonproductive conflicts, and make more efficient use of that most precious of resources…time