Effective Negotiation Strategies
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Separate the People from the Problem
The relationship tends to become entangled with the problem. Negotiators have to separate the relationship from the substance and deal directly with the people's problem. How to do it?
- Put yourself in the shoes of your counterpart.
- Talk about the ideas and expectations of both parties.
- Do not hold your counterpart responsible for your own problems.
Make sure the other party is involved in the decision and actively participates. Make it possible for them to "save face": Adapt your suggestions to the value system of your negotiation partner.
Articulate your emotions and acknowledge that they are justified. Allow the other party to let off steam.
Use symbolic gestures (e.g., shaking hands, a small gift).
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