Some ways to make your counterpart feel safe during a negotiation include practicing active listening and tactical empathy. This involves making your counterpart feel understood and valued. You can use tools like mirroring, where you repeat your counterpart's key words, and labeling, where you acknowledge your counterpart's fears. Asking calibrated questions that start with 'How...' or 'What...' can also help. It's important to remember that the first 'no' is not the end of the negotiation, but the beginning. Once your counterpart says, 'That's right!', you've reached a turning point. Understanding your counterpart's negotiation style, whether they are an Analyst, an Accommodator, or an Assertive, can also be beneficial.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
View summary