What else did he recommend in an interview on the website of Wharton university? Either take a look at the previous article or read on from here.
You have a duty to remain silent
Don’t talk too much. Some people do so because of their ego. Then there is another group of people who usually talk too much – those who lack self-confidence. We can put this down to nervous energy.
The problem is that if you talk to excess, you may give away too much information. Chances are you are completely unaware of what you’re revealing. And of course, when you are talking, it’s impossible for you to listen.
It is quite amazing how often people will basically tell you what they really need. All you need to do is keep quiet from time to time and just ask follow-up questions. However, words are not always as honest as body language, so observe these signs too. Microfacial expressions are especially frank.
How to achieve better results in your next negotiations
Write down the specific, measurable results you want to achieve in your next negotiations. You don't want to pay more/less than so much or so much. That is it. This is what you will want in your deal.
Then you should also define the purpose of the negotiations. Why, in fact, are you involved in them? Here you need to be really honest and dig deep.
If you are negotiating a salary increase with your boss, ask yourself why you need more money. Why do you need to achieve such an outcome and why is it so important to you? In the case of a salary increase, the end purpose might be that you want to secure better opportunities for your young child. That would be the real reason why, so keep that in mind. In this, you need clarity.
Book:
Kupfer, C.: Authentic Negotiating: Clarity, Detachment, & Equilibrium — The Three Keys to True Negotiating Success & How to Achieve Them; Advantage Media Group, Charleston, South Carolina: 2017 (148 pages)
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