“Negotiation is not a competition where one party has to lose in order for the other to win.”
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"A counterintuitive but important point is that negotiation is not a competition where one party has to lose in order for the other to win. That is a simplistic way of approaching negotiations and often results in both parties leaving the table unhappy. A negotiation is a joint decision making process that can result in win-win solutions – but only if negotiators are skilled enough to identify issues and interests that can be traded off. Negotiation requires not only good communication but also a certain degree of creativity in order to discover these opportunities."
"One piece of advice: make the first offer! Over the past two decades my colleagues and I have conducted dozens of studies and have come up with important and straightforward conclusions. Many people fear that making the first offer is a mistake – and it is true that moving first can be disadvantageous when the other side has more information than you do. But, armed with knowledge about the other side and the topic being negotiated, the research is crystal clear: make the first offer and make it ambitious – this way you anchor the negotiation in your favor. So be first and bold Britain as you sail around the world negotiating and negotiating new agreements."
from BuzzFeed - Kelly Oakes http://ift.tt/2kZigJ2
