When a negotiation reaches a stalemate, you can use several strategies to move forward. First, practice active listening and tactical empathy to understand what your counterpart truly wants. Use tools like mirroring, where you repeat your counterpart's key words, and labeling, where you identify and verbalize your counterpart's fears. Ask calibrated questions that start with 'How...' or 'What...'. Remember, the first 'no' is not the end of the negotiation, but the beginning. Once your counterpart says, 'That's right!', you've reached a turning point. Also, identify your counterpart's negotiation style, whether they are an Analyst, an Accommodator, or an Assertive. Lastly, prepare for any negotiation by creating a one-sheet list of five key points that summarize your approach.
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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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Negotiation is not about creating a win-win situation, finding a compromise, or getting to yes—it's about connecting with your counterpart so that you can figure out what they really want and using that to get what you want. The key is to practice active listening and tactical empathy: make counterparts feel safe enough to reveal themselves. Frame the negotiation using tools like mirroring (repeating your counterpart's key words), labeling your counterpart's fears, and asking calibrated questions that start with "How...?" or "What...?" The first "no" is not the end of the negotiation, but the beginning. Once you get your counterpart to say, "That's right!" you've reached a turning point. Figure out your counterpart's negotiation style: are they an Analyst, an Accommodator, or an Assertive? Prepare for any negotiation by drawing up a one-sheet list of five key points that summarize your approach.
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