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When negotiating, take the right side

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in Leaders & Managers,Workplace Communication

In high-stakes negotiations, sitting across the table from your opponents ends the signal that you are enemies, not collaborators who are looking for solutions that meet both your needs.

Here’s a better idea from negotiating guru Roger Fisher, author of the classic Getting to Yes and founder of the Harvard Projects on Negotiations:
  • Create a document that summarizes the issues you’re discussing. Then, sit next to your opponent so you can both look at the sheet, and write on it, at the same time.
That positioning signals that you’re already cooperating to find solutions to a problem you both share.

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