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Have you ever brought a well-constructed argument, convinced that your logic will sway the other party? Except that the other party refused to budge.
According to the latest finding in neuroscience, what we believe are logical decisions are based on emotion.
They could describe what they should be doing in logical terms but found it very difficult to make even simple decisions, such as what to eat.
People who believe they can use reason alone to build a case might not succeed. They need to consider the emotional factors that are driving the other person.
The negotiator should create a vision for the other party to bring about discovery and decision on their part.
Get the other party to reveal their problems or unmet objectives.
Build a vision for them of their problem and your proposal as the solution.
They will make their decision because you have helped them feel it is to their advantage and not necessarily because it is logical.
SIMILAR ARTICLES & IDEAS:
While making your final decision, keep in mind that:
Companies like you to submit early in the negotiation and be done with it, so it's best not to fall in their traps and pressure tactics.
Respectfully moving forward, showing transparency and maturity signals to the company that you are not just playing games, and are moving towards a final decision. Being honest, open and communicative is the key.
Negotiating is all about relationship, with communication being the bedrock.
... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche, and it is vital to your success.
Instead of making one single offer, try offering 3 possible scenarios: