Introduction "In a successful negotiation, everyone wins. The objective should be agreement, not victory." "Every desire that demands satisfaction and every need to be met-is at least potentially an occasion for negotiation; whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating." The key to successful negotiation is to shift the situation to a "win-win" even if it looks like a "win-lose" situation. Almost all negotiation has …
showed first 75 words of 2049 total

showed last 75 words of 2049 total
…before he gets into his car, calls him back in, tells him he will give him the floor mats for the discount price of $25, and you get up to walk back out the door again. He stops you again and says, "All right, you can have the floor mats!" (which cost the dealership a total of $7). He gives you the pen, you sign, he gets the sale, and you get your floor mats for free.