The first principle of contract negotiation is don’t remind them of what you did in the past, tell them what you are going to do in the future.Stan Musial
Negotiation is a point of interaction of common interest. It means getting the best of your opponent. The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.
Any method of negotiation may be fairly judged by three criteria; it should produce a wise agreement, if agreement is possible; it should be efficient. And it should improve or at least not damage the relationship between the parties.
In business as in life, you do not get what you deserve, you get what you negotiate.Chester L Karrass