Maintain a positive attitude throughout the negotiation process from "summary" of Bargaining for Advantage by G. Richard Shell
Negotiators who approach the bargaining table with a positive attitude are more likely to achieve successful outcomes. This is because a positive mindset can help build rapport with the other party, foster a collaborative atmosphere, and increase the likelihood of reaching a mutually beneficial agreement. When negotiators maintain a positive attitude, they are more likely to listen actively, empathize with the other party's perspective, and communicate effectively.
Furthermore, a positive attitude can help negotiators remain flexible and open-minded throughout the negotiation process. Instead of becoming defensive or adversarial, they can approach challenges with a problem-solving mindset and focus on finding creative solutions that meet both parties' interests. By staying positive, negotiators can also better manage their emotions and avoid escalation or breakdowns in communication.
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