This article does an excellent job of helping you focus on how you can avoid internally derailing your own negotations due to different interests. I know one company that shipped all their “negotiating” to India and they even blocked the business department from joining in the negotiation. This was a fatal flaw as the Indian partner wanted only the lowest cost and therefore were willing to give up several key components of the program that meant the difference between success and failure. It wasn’t until I was able to use Outcome Thinking® to share some key phases that stopped them from blocking us with getting the business person online. With all on we came to a very successful conclusion.

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