ORGS 4560 Lecture 6: Negotiating With a Net
Document Summary
Need to think about what is the simplest thing one can do to solve the problem. Essential to defuse the situation: need to understand what is going on in the head of the other person, must show own sincerity and reliability and ask what the other party needs. When you give others something, they are obligated to return the favour. Need to get the individual to enter into an agreement (any agreement) from the very start. A successful negotiation is a series of small agreements. While you agree, the other person is learning to trust you. Be a good listener: let others express themselves without any interruptions. Active: being attuned to emotions, identifying them, and helping the other entity work them through: need to mirror: echo the other person"s remarks and try to build a bridge between you and the other party. Need to be alert about feelings being expressed behind the words.