The success of negotiations hinges on the ability to create the impression of progress, which keeps all parties engaged. Organizations with skilled negotiators tend to be more profitable. If your company lacks these skills, consider hiring an external consultant. The consultant's fee is a small price compared to the potential savings from skilled negotiations. Linkage in negotiations can both hinder initial progress and build momentum for a comprehensive resolution.
It's crucial not to tackle issues in isolation, as this can weaken your position. Maintaining flexibility requires keeping some concessions in reserve. Proper preparation, including a defined agenda, is essential for defending your interests during negotiations
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