Join Lisa Gates for an in-depth discussion in this video Opening the negotiation, part of Negotiation Foundations (2012).
All right, you've done your research, and you know what you want and what you're…worth in the hands of your market.…You are now prepared to sit down with your bargaining partner and make something happen.…To start a solid negotiation, you should establish a connection with…your partner, engage in active listening and frame your opening…requests as a benefit.…Establishing connection and trust is primarily a matter of Smalltalk.…People often make the mistake of cutting to the chase in an effort to appear…business-like and conscious of time constraints.…
But research shows when you take the time to break the ice by talking about the…kids or new cars or how they like their new office, it releases the feel-good…bonding hormone oxytocin.…In fact, research also shows that negotiations taking place over coffee or a…meal produced much more favorable outcomes.…So break bread with your bargaining partner and do not underestimate the power of small talk.…Next, practice active listening.…Let your bargaining partner know you understand their perspectives and issues.…
- Preparing for a successful negotiation
- Using diagnostic questioning
- Opening the negotiation
- Dealing with conflict
- Framing and anchoring the discussion
- Making concessions and asking for reciprocity
- Encouraging cooperation
Skill Level Beginner
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