Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships

Getting to yes is not the same as getting results. The business landscape of the 21st century has fundamentally changed. As our choice of suppliers, markets, employers, and partners has proliferated, businesses can no longer stay on top by negotiating short-term victories. Nor can any organization hope to navigate this complex economy by pursuing an endless cycle of zero-sum transactions. The key to winning unbeatable, long-term results is to negotiate solid long-term relationships. Until n...