I do not believe that most negotiations are a fixed pie.By the word alone,negotiations,means there is give and take.In a negotiation, you can't walk in with a close mind, you need to know what you want to accomplish but it needs to be fluid. If you are not willing to make any concessions it is more a dictatorship then a negotiation. You need to keep the big picture in front of your mind and remember what you are trying to get out of the negotiation and that everybody needs to feel like they have won. If you negotiate correctly, the pie can be enlarged as everybody will walk away feeling they have achieved something.

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