8 dq finance - timing Timing is important in any...

Info icon This preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
Hello professor and class, to negotiation effectively, one needs to know as much as possible about all aspects of the situation and the personalities involved. As negotiators, it helps to learn about other people's preferences and also make our own clear. Be pleasant and persistent but not demanding. Be hard on the problem and soft on the person, Focus on needs, not positions, emphasize common ground, Make clear agreements, and make it possible for the other party to back down without feeling humiliated. Always manage your emotions. Let some accusations, attacks, threats or ultimatums pass. You can use techniques such as prepare, pay attention to
Image of page 1
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: timing. Timing is important in any negotiation. Have good listening skills. The best negotiators are often quiet listeners who patiently let others have the floor while they make their case. Never interrupt, encourage the other side to talk first. It's generally better to sit tight and let the other side go first. Anticipate compromise. You should expect to make concessions and plan what they might be. Of course, the other side is thinking the same, so never take their first offer. Even if it's better than you'd hoped for....
View Full Document

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern