After 40 years in the flooring industry you can be sure that I’ve negotiated my way through plenty of deals - perhaps not always as effectively as I wanted to. We’ve all have experience with business negotiations that were not pleasant or positive. Sometimes negotiations feel like a battle - a fight between two parties defending their positions, each one trying to avoid “loosing” to the other. With experience I’ve learned there are techniques that make negotiations less painful and more satisfying to both parties. Whether the negotiations are about a contract, family-twist or peace talks between countries, people in general automatically tend to start in the mode of Positional Negotiation . Positional negotiation is essentially adversarial; each party sees the process as a “win-lose” situation, each using their necessary arguments to defend their position against attack. A win on one side is a loss on the other and in the end concessions lead to compromise and neither party may b
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