Sublime

As a negotiator, you’re going to run into guys who lie to your face and try to scare you into agreement. Aggressive jerks and serial fabricators come with the territory, and dealing with them is something you have to do. But learning how to handle aggression and identify falsehood is just part of a larger issue: that is, learning how to spot and in

Use these lessons to lay that foundation: Creating unconditional positive regard opens the door to changing thoughts and behaviors. Humans have an innate urge toward socially constructive behavior. The more a person feels understood, and positively affirmed in that understanding, the more likely that urge for constructive behavior will take hold. “

One of the most effective ways of moving others is to uncover challenges they may not know they have.

The first point responds to the fact that human beings are not computers. We are creatures of strong emotions who often have radically different perceptions and have difficulty communicating clearly.

each party looks past the other party’s position to its actual interests and invents options for mutual gain, negotiations could end with both sides better off than when they began.

In various influence training programs, it’s common to hear instructors advise participants that to convince others to accept a message, it is necessary to use language that manages the recipients’ thoughts, perceptions, or emotional reactions. That strikes me as partially right. We convince others by using language that manages their mental associ

The more powerful our client is, the less likely she is to receive the unvarnished truth that is so critical for making good decisions and correcting ineffective leadership behaviors that may greatly impede her effectiveness.

4. Successful negotiators focus on understanding the underlying interests of both parties.