Successful Negotiation by Listening Up |
Whether you are negotiating a million-dollar deal, selling to customers, providing customer service, dealing with spouse, recruitment or even simply just trying to agree with a friend on where to go for dinner, the key to getting what you want is understanding the other party's perspective. We are talking about his point of view and what he cares about. By finding out what is important to the other party will allow you to better understand his values in a way that will satisfy both his and your interests. Once you take the time and effort to do so, you will be able to use that knowledge to influence their actions. The whole strategy is to get into someone else's head to find out what makes them nod. In order to do so, we need to be very good listener because people will tell us what they care about only if we listen.
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