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Agree
First, Then Turn Around
Avoid confrontational negotiations. If your
counterpart takes a position with which you totally disagree, don’t argue.
It may come across as, “I’m right and you’re wrong.” Arguing always puts
your opponent in a defending position, makes him or her to argue back, and
intensifies his or her desire to win the contest of rightness and will.
So,
agree first, that turn it around.
Roger Dowson, the author of Secrets of Power
Negotiating, advises to use the Feel, Felt, Found (3F) formula to diffuse
the competitive spirit.
For instance, if you are selling something, and your
prospective buyer says, “Your price is way too high,” don’t argue. Say
instead, “I understand exactly how you feel about that. Many other people
have felt exactly the same way as you do when they first hear the price.
When they take a closer look at what we offer, however, they have always
found that we offer the best value in the marketplace.”
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Yin-Yang
of Negotiation
Principled
Negotiation
Getting to
No
Wise
Agreement
Conduct
During Negotiation
Separate
the People from the Problem
How To
Solve People Problems
Ask Learning
SWOT Questions
Technology
Transfer Negotiation
Prepare
for Negotiations |
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