Be careful what you say at the
beginning and how you say it. Set a friendly tone. If you
negotiate with a stranger, take time to establish
develop relationship before the negotiation begin. Find ways
to meet them informally or arrive early to chat before the
negotiation is scheduled to start.
Avoid confrontational negotiations
and bargaining over positions. Positional bargaining often
impedes negotiations, destroys relationships and produces unwise
Participants should act not as
adversaries, but as partners trying to
solve a problem jointly. Separate the people from the
problem, to reach a wise
agreement efficiently and amicably.
Your People Skills