Contract Negotiations: Should You Dominate or Collaborate?

Contract Negotiations: Should You Dominate or Collaborate? Negotiations are often tainted with the shadow of self-interest. Participants in a negotiation are often concerned with what they can gain from it rather than what they can give to the other person. This shouldn’t be a surprise—humans are built to be competitive.  However, people are also naturally cooperative when they want to be. Negotiations don't always have to be a winner-take-all fight to the death, and collaborative negotiations can result