![]() ![]() When people are in a positive frame of mind, they think more quickly, and are more likely to collaborate and problem-solve (instead of fight and resist). You risk undermining the rapport and trust you’ve built. If we’re too much in a hurry, people can feel as if they’re not being heard. Going too fast is one of the mistakes all negotiators are prone to making. To quiet the voices in your head, make your sole and all-encompassing focus the other person and what they have to say. The goal is to uncover as much information as possible. Negotiation is not an act of battle it’s a process of discovery. People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Don’t commit to assumptions instead, view them as hypotheses and use the negotiation to test them rigorously. “A good negotiator prepares, going in, to be ready for possible surprises a great negotiator aims to use her skills to reveal the surprises she is certain to find. ![]()
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