Understand Before Seeking to be Understood
4 December 2017 | 10:54 am
In your negotiations, how much attention to you give to really understanding the needs, wants, and desires of the other negotiator? Do you understand why he’s really negotiating with you per the mindset he possesses, his values, his sources of motivation? A lot of negotiators don’t really understand the mindset of the opposing negotiator and thus, they lead themselves down a path that infuses the negotiation with more angst than what otherwise might be the case.
In your future negotiations, be more mindful of the mindset of the other negotiator. Seek to understand him before you seek to be understood by him.