Getting to Yes
Negotiation
Understand the other person’s perspective in a negotiation
from Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury
How to Apply This
-
Create a full profile of the person you’ll be negotiating with
Write down all that you know about them. Their age, education, troubles you know of, etc. -
Think about how that may affect their decision-making
Write your thoughts down. Try to anticipate their position and interests before the negotiation starts.
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