Good negotiation ... great relationship!
In recent experience I find myself witnessing dangerously poor negotiations taking place, where the whole atmosphere being created is one of 'win-lose' ... "you give me a pound and I'll give you 50p!! Indeed there are a number of negotiation skills courses being taught that drives this short term mentality suggesting that the first large percentage of time given to a negotiation should be in hostile mode!?!? ..... why is this necessary or even beneficial ?
We believe that good negotiation should build relationships, not wreck them! To be in a position to say "no, sorry.. I can't do that.... But! let me tell you what I could do.... if you .....then I ...." is so much more conducive to getting a lasting deal that strengthens relationships than a short NO!!!!
The other thing that strikes me is that it is not weak to 'give' in negotiation ... the trick is making sure that you get something of at least equal value back in turn. Think about it... you and your business starts the trading year with a whole bunch of things that you are tasked with achieving... the other party is similarly tasked ... one good solid negotiation can allow both parties to hit their objectives, driving business forward and as I say strengthening relationships at the same time. Negotiation is not war, it is exploration and solution.