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Avoid attacking their position from "summary" of Getting to Yes by Roger Fisher,William Ury
When negotiating, it can be tempting to attack the other party's position head-on. However, this approach often leads to defensiveness and escalates conflict. Instead of criticizing their position, focus on understanding their interests and concerns. By doing so, you can uncover underlying needs that may not be immediately apparent. Taking the time to listen to the other party and ask open-ended questions can help you gather valuable information about their motivations. This allows you to reframe the conversation in a way that addresses their interests while also advancing your own goals. It's important to remember that attacking someone's position can make them feel cornered and defensive. This can lead to a breakdown in communication and an inability to...
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