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relationship in negotiation

The following items are tagged relationship in negotiation:

The Importance of a Relationship in Negotiation

Posted by & filed under Negotiation Training.

At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Read The Importance of a Relationship in Negotiation

Think Fast!

Posted by & filed under Daily, Negotiation Skills.

Adapted from “What Negotiators Can Learn from Improv Comedy,” by Lakshmi Balachandra (lecturer, MIT Sloan School of Management) and Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter. You’re onstage without a script, relying on your mind and wits to come up with lines and actions that advance the game. Should you trust … Read Think Fast!