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Stuart Diamond, of the Wharton School of Negotiation, explains that although negotiation processes are always present, almost everyone does not negotiate properly and we tend to create conflict rather than solve problems.
The professor shared with Bnet.com the best possible strategies to get what you want:
1. Understand the other party enough to persuade, if you don’t know them, the entire process takes much longer.
2. The traditional strong-arm tactics generate resentment and retaliation: using techniques such as abuse of power, get up and leave or making threats provide little in the process of persuasion.
3. Start the negotiation process tapping emotional aspects: the world is irrational. The more important is the negotiation, the more emotional (and irrational) people are. Understand the emotional motivations of others and try to stay as rational as possible.
4. Make a connection with people: the other side is up to 6 times more likely to meet your needs if he personally likes you. Get to know who they are.
5. Life is quid pro quo: if you want something, you must give something, both in work and personal life. The key is to give something you don´t value much that has more value to the counterparty. The more you know them the more you will know what they value.
Source: BNet
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