Updated: Aug 27, 2018
If you’ve been keeping up with my blogs, you know that discovery is a critical component of successful negotiations. Having empathy, making a connection, showing respect and encouraging collaboration facilitate that process.
But you have to have an effective system in place to see it to fruition. An effective negotiation system raises and answers the following questions:
1. What problem are we trying to solve? It seems like an obvious question, but I see it all the time. You have one perspective on the problem, and your counterpart has another. You need to probe a bit to find out what head-space he or she is in. Then you need to
really listen to his or her reply(ies). You’ll not only want to uncover their desired outcome but their deal breakers as well.