Getting More summary

So the essence of negotiating is trying to persuade a person to see and feel things the way you want. To do this successfully, you need to establish a connection with your negotiating partner.

But how can you do this? For starters, you need to value the person and do your best to show it.

Each person’s differences and preferences are important. Let’s explore how these differences can affect a negotiation.

Take perception. It’s essential to bear in mind that each person holds his own views on any given topic. Yet we tend to assume that most people see the world in the same way that we do.

Now you know how focusing on your negotiating partner and understanding his perceptions can get you closer to achieving what you want. But what if he’s just not listening?

In such cases, try to negotiate using your partner’s standards – particularly if he drives a hard bargain.  By holding up your partner’s standards as an example of right behavior, your negotiating position is strengthened when you catch him in the act of going against those standards.

Good negotiators know that each person sees the world differently. Let’s take this a step further and explore how different perceptions are also responsible for the value individuals place on things.

People in early societies used a barter system to acquire goods and services; people would trade things they had for things they needed. A hunter, for example, might offer two rabbits to the baker for a loaf of bread. With the introduction of a monetary system, this process was simplified. But we as a society still retain some of those older values, even today.

Humans are emotional. Yet sometimes our emotions can get the better of us, and can also get in the way of successful negotiations.

Emotions can prevent you from thinking clearly and take your focus away from your own interests. Because emotions can so easily derail a negotiation, you need to find a way to deal with them.

Now that you’ve filled your toolkit with useful negotiation strategies, how do you best apply these strategies to ensure you are as prepared as possible for your next negotiation?

Try using the Getting More model, which helps you give structure to your negotiations. Here’s how it works.