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Industry Expertise: the Unknown Asset That Could Change How You Negotiate

Many believe that being dominant will help them get the best deal in a negotiation. There are some short term benefits to this approach. A person who can overpower their vendor may close deals more quickly and gain more of the initial value in a contract. Over time, however, this approach can prevent dominant negotiators from forming lasting business relationships. They can lose out on valuable insight and influence that can be found with a collaborative approach.  Collaborative negotiation doesn't mean