"For a good part of the past decade, I’ve taught negotiation skills to diverse audiences—Fortune 500 executives, generals in the U.S. Army and Air Force, and professional athletes in the NFL and NHL. They tend to excel at preparing, analyzing options, and establishing a strong position. Yet some of their communication choices fly in the face of the best data on what actually works at the bargaining table.
Negotiations start with the exchange of information. Many people view this process like playing a poker game. Why should I tip my hand before I’ve seen yours?
But in Give and Take, I cover a wealth of evidence that most people are matchers: they follow the norm of reciprocity, responding in kind to how we treat them. This means that the best way to earn trust is to show trust. If we want to receive information, we need to lead by sharing information."
Read more at:
The Bad Habits of Good Negotiators | LinkedIn:
For additional information regarding Florida business sales, acquisitions and valuations, please contact Eric J. Gall at info@buysellflbiz.com or 239.738.6227. Also, visit our Florida Business Exchange website at www.fbxbrokers.com and my personal website at www.buysellflbiz.com.
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