When a negotiation ends, a positive, lasting relationship with the new client should begin.

However, negotiation that demands zero-sum concessions usually results in one side gaining at the expense of the other, which means someone will walk away feeling defeated. This kind of adversarial energy won't create the momentum necessary to get a great relationship rolling.

But it doesn't have to be this way.

You can make negotiations significantly more collaborative by moving everyone involved to the same side of the table through a concept called Multiple Equal Offers (MEOs). In essence, MEOs give prospects three choices to close the deal instead of one.

On the surface, this flies in the face of traditional negotiation advice, which discourages such behavior for fear of muddying the waters.

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