Whether you're negotiating for your firm or for your position in it, you'll do better if you avoid some common pitfalls
Successful bargaining means looking for positives in every possible circumstance. "If I can trade off issues that I care about more and you care about less, then we've been able to create value in a transaction," says Margaret Neale, professor of organizational behavior and director of two Stanford Business School executive education programs in negotiation. "That's the silver lining."
This piece originally appeared in Stanford Business Insights from Stanford Graduate School of Business. To receive business ideas and insights from Stanford GSB click here: (To sign up: https://www.gsb.stanford.edu/insights/about/emails)