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explain the purpose of keeping goodwill negotiations, and ways of doing so
The way that you give information can help foster goodwill and encourage the other side to reveal information that will help you reach the outcome you want. [ Consider adding these three strategies to the many arrows you should have in your quiver before and during negotiations. Begin with the End A successful executive we know in the outsourcing industry begins his major negotiations by sitting down with his customer to jointly write the positive press release that the two sides hope will result from the conclusion of a successful negotiation. By hashing out the joint deal up front, he
learns about key interests of his counterpart, and also shares important interests. Both focus away from the barriers and on the opportunity, the “pot of gold” that could result from effective cooperation. At the same time, both sides may be gaining some psychological commitment to making a deal. When the negotiation hits a tough patch, the executive pulls out the release to re-orient the effort. Share and Share Alike When we’re helping people learn how to negotiate better, we introduce the concept of the “norm of reciprocity.” This is what makes us want to reciprocate when someone does something that’s helpful to us. It is a powerful psychological force, which you can tap into to gain information. ]
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Expert answered|selymi|Points 9996|
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Asked 1/31/2013 8:44:54 AM
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