Negotiation strategies that make money

Interpersonal Orientation (IO) provides an insight into social interaction between two individuals. People with high levels of IO are interested in building relationships with others. People with low levels of IO are less interested are less interested in building relationships, but more interested in what advantages they can get out of it. The degree to which a negotiator operates interpersonal orientation depends also on the context of a negotiation. Whenever two negotiators with the same level of IO meet, there is less chance of the other being exploited. High levels result into high cooperative behavior and personal relations, whereas low levels result into self-oriented behavior and low trust between the parties. If your levels of IO are too high, meaning you are too friendly and want to be friends with everybody, you are in danger of making a bad deal. You will feel bad asking for more and you won’t be able to drive a tough negotiation. When meeting a low IO negotiator, it