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Ideally, a negotiator needs to know what his or her country’s most important interests are (and which of many ways of meeting those interests might be acceptable).
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Many people are not conscious enough of timing. They intentionally open with an overly ambitious demand, intending to make gradual concessions until they reach a final point that is still above their minimally acceptable outcome. This is gist of hard bargaining.
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The most successful negotiators, on the other hand, revise their objectives and strategy based on what they learn by asking good questions. Most importantly, they have confidence in their ability to improvise.
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Too many negotiators spend too much time repeating their initial demands and pushing their own objectives– often exaggerating what they ‘must have’–and fail to probe carefully what the other side wants (their aspirations ) and needs. This makes it difficult to find the trading zone.
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The best coaches are consistent and knowledgeable, and they focus on:
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What qualities should you focus on when evaluating a potential negotiation coach? Effective coaches:
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What qualities should you focus on when evaluating a potential negotiation coach? effective coaches:
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Keep in mind that employees maybe reluctant to ask for negotiation advice from their direct supervisors for fear of revealing weaknesses that could be held against them during performance reviews or salary discussions,
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Along in an organization who can help teach others how to negotiate more effectively can become a negotiation coach. Coaching is best conducted one-on-one rather than in groups.
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Rather than simply telling you what to do in a particular situation, effective coaches focus on improving your skills and helping you learn from your own experience.
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