> Most business books push a singular narrative around negotiations: Go hard or go home. The advice is tied to the idea that the negotiation table is a place of conflict where one party must best the other.
Good business texts haven't emphasized this approach for a long time. The prevailing negotiation methodology has been "grow the pie" for a long time. In this approach, you're not trying to claim more of the pie directly, but rather make the pie bigger and then claim a larger overall slice.
However, this article is a good reminder that an overly strong negotiating strategy can create friction later in the deal. That's good advice, and it shows the value of good business development.
> where one party must best the other ... you're not trying to claim more of the pie directly, but rather make the pie bigger and then claim a larger overall slice.
If you're claiming more of the pie, but the pie isn't really bigger, you're just indirectly attempting to best the other. It's the same outcome, but with a different approach couched in friendlier wording.
Good business texts haven't emphasized this approach for a long time. The prevailing negotiation methodology has been "grow the pie" for a long time. In this approach, you're not trying to claim more of the pie directly, but rather make the pie bigger and then claim a larger overall slice.
However, this article is a good reminder that an overly strong negotiating strategy can create friction later in the deal. That's good advice, and it shows the value of good business development.