Human emotions can easily derail a negotiation. Hennig emphasizes that you should be soft on the people but hard on the problem. Attacking the person makes them defensive. Attacking the problem invites them to collaborate with you. 2. Focus on Interests, Not Positions
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What is the of your negotiation? (e.g., salary, contract, buying a car) What is your ideal outcome ? What are you worried about the other side bringing up? Human emotions can easily derail a negotiation
Never walk into a negotiation with only one acceptable outcome. Brainstorming multiple options before and during the meeting allows for flexibility. The more options you have, the easier it is to find common ground. 4. Use Objective Criteria Attacking the problem invites them to collaborate with you
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