Negotiation is not a fight, it is a cooperation

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Being able to negotiate is important in all fields, especially in management. Stuart Diamond, world's leading negotiation expert from the U.S. Wharton School at the University of Pennsylvania, recommends four basic rules. These are based on his twenty years of research including data from more than 30,000 people from 45 countries and his advisory pratice in 200 companies from the prestigious ranking of the largest U.S. companies Fortune 500.

1. Do not think of victory

Negotiation is a matter of cooperation, not fight. Therefore, you should focus on achieving your goals rather than defeating your opponent. Be sure to set your goals and continue with steps that will help you meet them.

2. Ask yourself the question what you can do for the other person

If the other person should fulfill your needs, she must first see that you are willing to meet hers. First of all, therefore, ask what you can do and discuss how it can be done.

3. Avoid misunderstandings

People usually have a more similar view on things than we think but they often cannot see that due to a too aggressive approach. Instead of aggressive disagreement, you should prefer to ask whether you understand things correctly. Let the other person closely explain her view and you will gain a better position for future negotiation.

4. Do not threaten and do not leave

Ultimatums and demonstrative leaving are not beneficial at all. Such a behaviour rather gets the negotiation to its freezing point. Keep your emotions under control and you have the negotiation under control, too.

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Article source CBS MoneyWatch - server of the CBS media group related to management and sales
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