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Understanding the six foundations of negotiation can significantly improve your bargaining style. Firstly, it helps you identify your bargaining style and adapt it as needed. Secondly, it allows you to set clear goals and expectations, which can guide your negotiation strategy. Thirdly, it helps you understand authoritative norms and standards, which can provide a benchmark for the negotiation. Fourthly, it emphasizes the importance of relationships in negotiation, encouraging a more collaborative approach. Fifthly, it helps you understand the other party's interests, enabling you to propose mutually beneficial solutions. Lastly, it helps you identify and leverage your bargaining power effectively. All these aspects combined can lead to more successful negotiations.
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Negotiation is a four-step process, which involves preparation, information exchange, opening and making concessions and closing and gaining commitment. Learn exactly how to behave at each step by first understanding the six foundations inherent to negotiation: your bargaining style, your goals and expectations, authoritative norms and standards, relationships, the other party's interests and leverage. Find out why the most competitive people do not make the most successful negotiators and why you should set expectations instead of targets. Learn how to set the standards in your favor and how to navigate relationships in the negotiation. And, understand why the most powerful tool you have is knowing what the other side wants and using that to turn the tables of leverage in your favor.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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