Co-operative Negotiation Model for Technology Companies
Recently, I was reminded of a negotiation model that I presented to one of my clients after their negotiation stalled primarily because each party had a different understanding of the key business terms! I revisited the model and tried to create a simple visual representation.
This model is best applied in negotiations that will result in an ongoing relationship with another party. Here the goal is not to gain the most advantages, but to 1) build a fair relationship and 2) reduce the risk of misunderstandings (IMO the killer of most relationships).
I would value your feedback on how to enhance this model. I am sure that I have overlooked some key areas.
