Smart upgrade

> Smart upgrade
Updated : 2016-11-08

Negotiating the Impossible: How to break deadlocks and resolve ugly conflicts (with money or muscle)

When negotiation, you have to reminding yourself you’re dealing with a person or serval people on the other side of the table.  Always ask: “How does the other side see their own behavior?”  If you can empathize, you’ll see more options and ultimately that makes it more likely you will end up achieving your own goals as well.  The greater your capacity for empathy, the more options you have and the more likely it becomes you will end up with a win-win outcome. 

How to use empathy in negotiations?
1.    Consider all explanations for the other party’s behavior.Look for levers.
2.    Handle ultimatums effectively.
3.    Understand that sometimes, yielding may even to enhance your leverage.
4.    Always map out your negotiating space intelligently – and think trilaterally.
5.    Do a good ICAP analysis when negotiating and look for good fortune to                    happen.
6.    See the other party in a negotiation as a partner, not an opponent.
7.    Understand what is sacred to the other party and avoid asking for it
8.    Don’t ask people to forget the past – use it to find better ways to create more            value for everyone.

Author : Deepak Malhotra

Title : Negotiating the Impossible: How to break deadlocks and resolve ugly conflicts (with money or muscle)

http://www.barnesandnoble.com/w/negotiating-the-impossible-deepak-malhotra/1122720631?ean=9781626566972

Visitor: : 7654