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7 Cards in this Set
- Front
- Back
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I foresaw it |
Interests Factual and financial research Options Rapport, reactions, and responses Empathy and ethics Settings and scheduling Alternatives to agreement Who Independent criteria Topics, targets, and tradeoffs |
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Options |
consist of finding solutions to solving the problem |
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Rapport, reactions, and responses: How can you prepare yourself to respond to negative reactions? |
Set a friendly tone , ask to speak to someone else |
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Empathy and ethics: how does the situation look from other party's point of view? |
Summarize their feelings, offer options discreetly |
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Setting and scheduling : how can you optimize the setting and schedule for the negotiation ? |
Think when it is appropriate to discuss topics and how you deliver your words |
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Discussion rules |
1. Don't interrupt each other 2.both parties will be civil and appropriate 3. Occasionally recap what the other is saying |
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Warning sandwhich |
Start by saying something positive , constructive and truthful. Next say something negative, worrisome and truthful. Repeat the first. |
