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Apart from listening, other ways to create trust and safety in a negotiation include: showing empathy, being transparent, maintaining a calm demeanor, demonstrating competence, and keeping commitments. It's also important to respect the other party's viewpoint and to be patient. Building trust takes time and it's crucial to not rush the process.
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Your first goal is to identify what your counterpart actually needs and to get them to feel safe enough to talk about what they really want. Make the other person and what they have to say your sole focus—not your position or argument, but theirs. Start by listening; it's the only way to create enough trust and safety for a real conversation.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI ...
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