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4 Tips to Negotiate Like a Pro

Jonathan Farrington


Many of my colleagues and friends do not enjoy negotiating – in fact they absolutely hate it. Me, I love the cut and thrust, and look forward to that stage of the buying cycle. Here are some thoughts.

A skilled negotiator will create high levels of rapport and be sensitive and empathetic to the people they are negotiating with, yet can still be hard on the issues.

The ability to separate the people from the issues, and recognize that negotiations are often fraught with emotional intensity, can help sharpen the focus on the interests of the other party to better balance perceptions. If the negotiation doesn’t appear to be going anywhere and your prospect is behaving like a bully you might feel angry and frustrated. You may already have considered simply agreeing to their demands.

In difficult negotiations, there are four vital behaviors that can increase your resourcefulness and consequently your opportunities for getting to “Win-Win”.


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