Compare your interests to the person you’re negotiating with
- Ask the other person what their interests in the negotiation are
Listen carefully and note them down on a sheet of paper - even the ones that conflict with your interests. If new ones occur to you throughout the process, make sure you add them as well.
- Ask them why they care about these interests
Try to dig deeper to really understand their motivation. Rank them according to your estimates for order of importance.
- Look for shared and complementary interests to seal the deal
Next to their interests written down, add yours. Use these notes during negotiation.
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