Some effective strategies to identify what your counterpart actually needs in a negotiation include active listening, creating a safe and trusting environment, and focusing on their position or argument rather than yours. It's important to make the other person and what they have to say your sole focus. This can help create enough trust and safety for a real conversation where they feel comfortable discussing their actual needs.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
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