Understand the importance of opening moves to build collaboration, and how to connect what's good for you with what's good for the organization. In this video, Deborah Kolb explores ways you can build rapport to start negotiations, and how you can use the other person's objections as a way to collaborate on workable solutions.
- Openings matter.…Research shows that you can predict…the outcome of a negotiation…by what happens in the first few minutes.…Knowing that, you need an opening that…gets you off on the right foot.…All too often we're so anxious to get started…discussing the issues that we overlook…the importance of building rapport.…Research shows that schmoozing, making small talk…helps set the stage for the discussion of the issues.…
We like to say you'd wanna know…whether your boss had a car accident on the way…into work before you discuss your bonus.…You know the topics for schmoozing are many.…You can talk about what's happening in the business.…You can talk about sports teams.…You can comment on some pictures…that are in the bookcase…or you can mention a good show that you saw.…The important point is that you spend a few minutes,…not a long time, building rapport…before you jump into the issues.…
Another important way to get new negotiations…moving in the right direction is to connect…what you're asking for, for what's good for you,…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.