Most of us think of haggling as asserting our dominance and showing were unafraid to get what we want.
But successful negotiation isnt necessarily about being dominant; its about finding common ground.
Researcher Scott Wiltermuth explains this concept over at the Harvard Business Review.
According to Wiltermuth, its less important that youre dominant and more important that you find that dominance complementarity.
In short, that means knowing when it makes sense to be less dominant in a negotiation.
Check out the rest of what he has to say about this at the link below.
When You Shouldnt make a run at Dominate a Negotiation| HBR
Photo byDasWortgewand.
