Thinking about negotiating raises negative emotions in most people. They perceive it as an uncomfortable affair they would sooner avoid and if they do have to negotiate, they try to deal with it as quickly as possible. We often mistakenly identify negotiating with a competitive struggle in which one person wins and the other loses. We do not see that it is primarily about communication, the aim of which is the satisfaction of both parties. Nor do we realise that negotiating is part of our everyday lives, even outside work. What can we do to make negotiating more fun and, most importantly, get better results?
