职场英语：how to prepare a business negotiation

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You want to use it to gather information. You need to find out everything you possibly can through the negotiation process. Youve got to take all of your assumptions and test them. Thats why I dont even call the assumptions assumptions any more. I call them a hypothesis, because that requires you to test it.

Now, theres nothing wrong with making assumptions. The problem with assumptions is people never test them. For instance, they just assume the other person has the same beliefs they do. If you start from there, then theres always going to be things you believe to be true about the other person which are slightly off. If that accumulates on you, then itll be like building a foundation thats out of line--you know eventually everythings going to fall. So your first rule is find out what their assumptions are.

The way to do that is be credible, treat the other side with respect and be patient. If you do those things, then that enables you to build a relationship. It lets the other side feel fortable because youre credible, youre trustworthy, youre respectful. You will help them discover what the problems really are and what the answers really are.

A negotiation is really a discovery process for both sides. Thats one of the reasons that really smart people he trouble being negotiators--theyre so smart they think they dont he anything to discover.

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