Champion Negotiation

I tend to be quite critical when I hear someone say they "won" a negotiation. In a buying and selling relationship between different parties, it is obvious that the seller aims to maximise their margin, while the buyer wants to reduce costs.

However, considering a sustainable relationship, how long can a negotiation where price is the main component ensure this long-term relationship?

One of the concepts I had the opportunity to delve into during my MBA was the mindset of "making a bigger pie", rather than fighting over a small slice.

Understanding the client's needs and how the service or product provider can meet those needs can help find the most appropriate solution, discover new business opportunities with shared value for both parties, and contribute to the growth of an industry or sector, which ultimately translates into benefits for society as a whole.

There is only a victory in a negotiation if both parties can find the added value in the relationship. Being a good negotiator may mean telling the client that the demanded service is not the most appropriate or informing the provider that the solution will require additional efforts. What may initially seem like a "defeat" in a negotiation is capable of building something that an opportunistic negotiation is adept at destroying: trust.