I don’t know about you, but these days it seems as though more and more of the negotiations that I find myself involved in seem to come down to price.  

Yes, there may be a number of other items that are being discussed, but  we seem to move through those easily. However, when it comes to the final question of price,  that’s where things seem to just bog down. As negotiators we need to  understand that this is the way of the world. 

What we need are some ways  to go about dealing with price based negotiations.