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Once you start discussing substance, resist the common urge to think about what you’re going to say next while your counterpart is talking. This is one of the most valuable negotiation skills to master.Ĥ. If you’re negotiating over email, even a brief introductory phone call may make a difference. You and your counterpart may be more collaborative and likely to reach an agreement if you spend even just a few minutes trying to get to know each other. Although it’s not always feasible to engage in small talk at the start of a negotiation (particularly if you’re on a tight deadline), doing so can bring real benefits, research shows. Discussing such procedural issues will clear the way for much more focused talks.ģ.

Instead, carefully negotiate how you will negotiate in advance. Don’t assume you’re both on the same page when it comes to determining when to meet, who should be present, what your agenda will be, and so on. Before arriving at the bargaining table, wise negotiators spend significant time identifying their best alternative to a negotiated agreement, or BATNA, and taking steps to improve it.Ģ. In both integrative negotiation and adversarial bargaining, your best source of power is your ability and willingness to walk away and take another deal. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.ġ. Build powerful negotiation skills and become a better dealmaker and leader.

Law of success in hindi pdf free download