We negotiate using a better, assertive, win-win approach. We are open to different ways of recognition for the value we generate.
We work in the hope of building trust relationships and we are prepared to invest our time in demonstrating our value knowing that our trust partners will recognise the value. We understand that financial recognition is not the only, the best and/or the available form of recognition.
When we work together with others value is generated and resources invested.
Typically there are two roles Client/Customer and Supplier. The supplier will provide value and have a cost (their investment). The client’s investment is made to get value. Alternatively to the customer supplier relationship, two partners may be agreeing to exchange services for mutual benefit.
Types of Negotiation
Simplistic, Aggressive, Win-Lose (We don’t recommend this approach!)
In a negotiation the most simplistically approach is that the objective is to win, to get the best for our side, i.e. as much as possible from the other side
Better, Assertive, Win-Win
Negotiation is conducted based on serving the interests of all parties and fair principles (e.g. looking for references and comparable data). Respect is essential and the desire to engage in an agreement that serves the interests of all stakeholders. Useful guidance can be found at the Harvard Law School Program on Negotiation: https://www.pon.harvard.edu/daily/negotiation-skills-daily/six-guidelines-for-getting-to-yes/.
Types of Recognition
Simplistic – pay for time
Fixed Rate
The most common approach is for the suppliers investment of time is paid for at an hourly rate (I.e. fixed rate contract). The challenge with this approach is that the client is paying for something they don’t want because what they want is the value generated by the supplier not their cost incurred. There are many occasions where relationships break down as the many hours are perceived not to have generated value.
Fixed Price
The client pays for the value and the supplier has to manage their time. This seems a fairer approach to me, however, if the supplier gets their estimate wrong it can be damaging.
Many other ways
Better Together 
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