We often associate negotiation with being tough or manipulative. While there are certainly situations where that’s the case, a great deal of the recent research says we can improve our results by thinking more about making friends than waging war.
A great deal of what it takes to influence others, gain their compliance and lead successful negotiations is just good advice on how to be a decent person.
- Be warm. We value warmth more than competence. Happy people are better negotiators. Making small talk — even when it had nothing to do with the issue at hand — dramatically increased the fairness of offers and the rate at which they were accepted. Compliments (even obvious flattery) work.
- Be optimisitc. Feeling positive about negotiations makes them more likely to work out and both parties happier with the result.
- Be polite. Just remembering the…
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