Determine Whether this is Long Term or Short Term

A hunter goes out to get enough for the one meal; farming looks for a long-term ongoing supply. The rules are very different. If this negotiation is definitely a one-off deal, you can afford to be a hunter - more demanding, more insistent and more intent on your interests. Stalk your prey, make your kill and devour the proceeds.

In the main, however, we have to deal with the same people, the same companies over and over. It is much closer to farming. Farming is long term, looking for a return each year or each season. That means the deals we secure have to sustain a relationship over an extended period. In the process, we have to uncover negotiable variables that make sense for the other person in the long term as well as the short. Remember, we have to live out the consequences of our negotiation.