NEGOTIATION IS NOT A STREET FIGHT
Negotiation is a way to find the common ground for a win-win result
CONSTRUCTION BLOGS
I read a very interesting piece of advice from a book, which I think is very important for any person involved in the negotiation process, especially procurement and contracts professionalsβ¦
Negotiations isβ¦
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But how is it possible?
According to the author, which I fully acknowledge, never throw all your arrows at once, because if they miss, you are left with no choices but to surrenderβ¦
Learn about Mediumβs values
Always share what is necessary to reach common groundβ¦ and retain what might cause deviation or conflictβ¦
Alwaysβ¦ alwaysβ¦ alwaysβ¦ ask questions to the opponent in the meeting which allow him to open up his expressions or reservations in front of you, so that you can understand where his winning poll is and how you can reach thereβ¦
Never come to the table if you are not prepared to make it a win-win situationβ¦ if you focus only on βyour winββ¦ all lose.
Forgive and forget before coming to the tableβ¦ what has happened in the past should not be on the table or in your mind eitherβ¦
If the opponent is losing the argument, raise his confidence by discussing something elseβ¦ even if it is last nightβs cricket matchβ¦ try to send him back a winner to gain his trust for a long time.
Smile and let others smile⦠it has a deep psychological impact which is reflected in the conclusion of the meeting.
There was a lot more⦠but these points were quite valid, which I have experienced a lot in my career. I have seen leaders from different professions whose presence never made the meeting room tense, but rather a playground where discussions began⦠arguments exchanged⦠and concluded with a handshake.
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