In Negotiation, Are You a Combatant or Problem Solver?

Are you negotiating sponsorships based on value or position? Are you negotiating as a team of problem solvers or a couple of combatants? This video was referred to us by sponsorship expert Gail Bowers and offers a somewhat humorous look at what happens when we employ positional bargaining (fixed, opposing interests) in a negotiation. Value-based negotiating, on the other hand, puts both parties "interests" on the table and allows you to work together to find a mutually beneficial partnership. Then again, sometimes you have a better alternative to a negotiated agreement anyway.. let's hope that's the case here.

What are your best negotiation tips and/or nightmare stories?