The one-sheet list for negotiation preparation should include five key points that summarize your approach. These could include understanding your counterpart's negotiation style (whether they are an Analyst, an Accommodator, or an Assertive), practicing active listening and tactical empathy, framing the negotiation using tools like mirroring and labeling your counterpart's fears, and asking calibrated questions that start with 'How...' or 'What...'. Remember, the first 'no' is not the end of the negotiation, but the beginning. Once you get your counterpart to say, 'That's right!' you've reached a turning point.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
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