By Anthony Iannarino – The Sales Blog – December 27, 2018

There can be no deal if both sides refuse to negotiate and seek a solution. One side believes letting go of their position means losing; the other side believes they have to defend their position and anything that would change what they’ve laid out as necessary to a deal means losing. The first side can’t agree to those terms, so there’s no movement. Neither side gets what they want or need. Both sides have cut themselves off from the possibility of

collaboration in trying to find a solution in which both sides will benefit as much or more than the current position to which they’re committed. If two parties both believe that the way they win is by ensuring the other party loses, then neither is bargaining in good faith, and they’ve cut themselves off from a deal that could better serve both of their longer-term outcomes.

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