Your counterpart wants an apology and you are just dead set against it. So you can give a multitude of excuses, often many of them childish. You can cite your principles and refuse to budge from your position, Principles are funny things and often are roadblocks to a discussion. Look,...more
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Keeping a cool head isn’t easy sometimes. In fact, it is, as they say, easier said than done. The reality is that we all are subject to uncontrolled emotional outbursts even though we try to keep things under control. Even telling yourself to remain cool in a negotiation can concur...more
Too often it is your own mental errors that result in you getting a bad deal or do deal at all. Mental miscues, a negotiator’s baggage, weigh a negotiation down. They cause you to miss the opportunity to make a good deal that works for you and hopefully for the...more
In a high stress situation you need to take a break, a pause, and reset your emotional distance. When you pause, you freeze the negotiation and step away psychologically and often physically. Use the time for a detailed review of where you are, where you want to be, and the...more
Listening is essential in negotiating yet so many of us are really bad listeners. Active listening tools like restating and paraphrasing are very useful in showing the other party that you are listening. But are you hearing them? What keeps you from being a good listener? What keeps you from...more
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