Do Not Argue

Negotiating is about finding solutions. Arguing is about trying to prove the other person wrong. We know that when negotiating turns into each party trying to prove the other one wrong, no progress is made. Don’t waste time arguing. There is nothing more destructive to the negotiation process that the combative style. Professional negotiations try to preserve the relationship between the parties. The goal is not to reach an impasse in which neither buyer’s nor seller’s needs are met. The contract negotiation process usually begins with some degree of distrust between buyer and seller.