Always Negotiate with a Sense of the Benefits for Your Negotiating Partner

Marc O. Opresnik
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Marc O. Opresnik: Luebeck University of Applied Sciences

Chapter 6 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 63-100 from Springer

Abstract: Abstract 1. The key to success lies in the so-called addressee-related communication: If you want to convince your negotiating partner, your argument mainly has to be addressee-based, that is, it has to be plausibly based on the interests of the other party by taking the thoughts, feelings, interests and experiences of others into account. 2. Note the principle of reciprocity in negotiations whereby you should not give anything away to your partner without getting something in return. 3. Give reasons and justifications for any demand or proposal. Always give your negotiating partner the opportunity to revise his position without losing face. 4. The great skill of conversation and negotiation is to make the characteristics and qualities of your offer (i.e., your arguments) represent and address directly the interests of your negotiating partner.

Keywords: Mirror Neuron; Cognitive Dissonance; Relationship Level; Successful Negotiation; Conversation Partner (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-06194-8_6

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DOI: 10.1007/978-3-319-06194-8_6

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