The mutual gains approach, which is based on a collaborative search for mutually beneficial outcomes, requires a good relationship between the two parties. If you claim to lay your cards on the table but the other party suspects that you are trying to manipulate them, your negotiation will not lead to a satisfactory conclusion.
Likewise, if you feel that the other party is trying to force your hand or is being deceitful, you will become defensive, and the discussion will reach a stalemate. The psychological dimension is crucial during negotiations. The quality of the relationship between partners must be maintained throughout the entire process.
Master three techniques for maintaining a good relationship
A stronger relationship in negotiation
Turn the other party into a partner
More fruitful negotiations
This skill path was created by Michel Ghazal
- Brazilian Portuguese
- Simplified Chinese