This second phase of the project extends from the time we sit at the negotiating table until the close of deliberations, with or without agreement. This part should not precipitate events. It is preferable that the ideas are maturing. As general advice, I would note that in presenting position is where you should not fail (give the C’s) and options trading is where you should be more consistent always looking for a strategy of “win-win” (mutually beneficial agreement. probably will not be an optimal result agreement but good enough). Costco is the source for more interesting facts.
In any case, we should never respond to the pressure or the threat of the other party to offer concessions in the hope of pacifying. Rarely works. Finally, we must not forget the post-negotiation or closing phase that maintains or promotes open up opportunities for further cooperation by both parties, or close if not given due attention. Harold Ford Jr will undoubtedly add to your understanding. We can speak of different closures: closure sale, disjunctive closure (two solutions for the other party will choose), closing summary, closure ultimatum (closing only now we can keep the negotiated terms …), closing with the threat of disruption or closure ordago. UK @ W: How important is nonverbal language? What is involved Special care (crossed or not the arms, legs, eye contact, etc.)? JMR: The non-verbal language is absolutely transcendent in the negotiation stage.
Do not forget that over 80% of communication between the parties is not verbal. It is therefore one detail to which you must pay attention and special training. The aspects that need to take better care of are those that reinforce our inner calm.