One can prepare for a negotiation by practicing active listening and tactical empathy to understand what the other party really wants. This involves using techniques like mirroring, labeling fears, and asking calibrated questions that start with 'How...' or 'What...'. It's also important to understand that the first 'no' is not the end of the negotiation, but the beginning. Once the other party says, 'That's right!', it signifies a turning point in the negotiation. Identifying the other party's negotiation style, whether they are an Analyst, an Accommodator, or an Assertive, can also be helpful. Preparation also involves creating a one-sheet list of five key points that summarize your approach.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
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