The Art of Loving Negotiation
The best way to find these answers? Putting yourself in your opponent's shoes and thinking about the "why's" of their motivations. "If you can get to their why, their bottom line that's making them guard their position, you'll find the worldview or truth that won't let them bend," Sauers said. If you work to understand their position, you will not only be able to better counter "no," but also be in a good position for the next step, which is working to create that fabled "win-win" situation.