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The Theory of the Negotiation

June 3rd, 2016

Whether in a negotiation or a mediation, one should consider the psychology of persuading the other parties involved, rather than just plowing ahead with a rights-based focus. Coming up with a theory of the negotiation can hone one’s preparation and engagement in the negotiations in question.

To truly persuade someone to say ‘yes’, we need to tell a story that works consciously or subconsciously to move the other party to agreement. Most people compare a proposed deal to what they want, what they need, what they feel is fair, what they feel entitled to, or what they can do without us. So to get others to agree with us, we need to approach the negotiation in a way that persuades them on one or more of those fronts.
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