Three Defin­ing Strate­gies of Prospect Ne­go­ti­at­ing

Rotman Management Magazine - - FACULTY FOCUS -

Keep your eye on the prize: Main­tain fo­cus on what you hope to gain.

De­fine suc­cess flex­i­bly: Look for ways to ac­com­mo­date your coun­ter­part while min­i­miz­ing con­ces­sions to your as­pi­ra­tions. Ini­ti­ate and prob­lem-solve be­fore con­ced­ing: See what you and your coun­ter­part can do to­gether be­fore leap­ing to con­ces­sion-mak­ing.

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