It's important to focus on the other person's position or argument in a negotiation because it helps to identify their actual needs and wants. By making them your sole focus, you create a sense of trust and safety that encourages a real conversation. This approach also allows you to listen effectively, which is crucial for understanding their perspective and finding a mutually beneficial solution.
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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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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.