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Your negotiating leverage is determined by how much you know about the other party’s attitudes, preferences and position. This is true whether you are selling something, buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations where you are trying to resolve differences.
These encounters [...]

The Chinese have a saying, “It is well to resist like water.” When water is put under pressure or suddenly made to flow into unfamiliar channels, it falls back. Then, in its own good time, it seeps and creeps back into position, first slowly and then with greater strength reaching its level.
In the [...]

You’re a manufacturer of specialty labels who has worked with this customer – we’ll call them “C” — for over three years, and filled several orders for them, including one for over 250,000 units, which netted your company a profit of over $50,000. Now, after filling C’s latest order, which was for another 300,000 units, [...]