Learning from the following favorite words：
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The challenge for strategic allies is to move effortlessly into value creation and only after that fall back on value distribution, with an emphasis on fairness and trust.
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Learning from the following favorite words：
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Avoid surprising partners you care about. No one likes surprise in a negotiation. We want to believe we’ve considered all the possibilities internally before coming to the negotiation table. Surprise reveal that we’re unprepared, and they also ex-pose us to risk.
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Learning from the following favorite words：
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Emphasize the relationship’s long-term importance. When a business relationship is critical, we need to devote not only more time and energy to it but also more of ourselves. By getting to know your partners on a personal lever, you can create social capital—goodwill or trust you can draw on over time.
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Learning from the following favorite words：
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Keep in mind that everyone’s interests always change in response to the unique opportunities and pressures they experience, both internal and external.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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When negotiating with your most important strategic allies, emphasize creating value even more than you would with nonstrategic partners. Wining at win-win negotiation with a strategic ally should be framed in terms of long-term gains and losses.
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Learning from the following favorite words：
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Focus more on creating value, less on distributional battles. While value creation is a cooperative enterprise, value distribution is primarily competitive—gains for one side typically generate losses for the other.
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Learning from the following favorite words：
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Pay close attention to your partner’s unique needs and interests. Negotiators need to listen carefully to one another’s thoughts and feelings. Meeting regularly to probe interests is a simple but effective way to build relationships.
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Learning from the following favorite words：
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During negotiations with a highly valued partner, negotiators must balance the need to get the lowest price possible with the need to maintain and enhance the alliance. Even if your company is not deeply embedded in a supply chain, you probably face ongoing negotiations with partners whose trust you want to preserve for strategic reasons.
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Learning from the following favorite words：
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By adjusting your approach when bargaining with a partner who is key to your strategy, you can build alliances in ways that will help you win at win-win negotiation.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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The key to value creation? Bringing a degree of optimism about the chances of expanding the pie to every negotiation. It is a lot easier to win at win-win negotiation— that is, claim a disproportionate share of the value being distributed—if you have done everything you can to creat as much value as possible.
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