When you enter the first phase of interaction with your negotiation counterpart you task is to initiate an exchange of information. This process has several positive effects on the whole subsequent negotiation, First, open communication can set a cooperative and also personal tone. Second, exchanging information helps both parties define...more
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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
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
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