Negotiation
Try the One Text Procedure when negotiating
Large complex negotiations require special tools to keep them ontrack and productive. Inexperienced negotiators generally measure success by the number of concessions they were able to “win” from their counterparty. This inefficient approach forces people to stick to their position and rarely yields an optimal outcome. The One-Text Procedure Enter the wonderful world of the one-text procedure. The key driver of this processes is the use of an unbiased third party to help catalogue real interests of all parties and then facilitate the combined criticism of possible solutions until the best solution is found.
Don't argue when negotiating
I recently read an interesting article inPsychology Today about negotiation that I wanted to share with you. In the article, Art Markman presents findings from a study in the Journal of Personality and Social Psychology that analyzed the role of persuasion in negotiations. For example, if you are interested in buying a house, the seller might ask for $350,000, arguing that the house was newly renovated and is near good schools. Maaravi, Gonzach, and Pazy argued that when people hear an argument in favor of the initial offer, they think of counter-arguments.