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Seek to understand their underlying needs from "summary" of Getting to Yes by Roger Fisher,William Ury
When engaging in negotiations, it is important to focus on understanding the underlying needs of the other party. This involves going beyond the surface demands or positions they may present and delving deeper into the reasons behind these requests. By seeking to understand their underlying needs, you can gain valuable insights into what truly matters to them and what they are hoping to achieve through the negotiation process. Taking the time to uncover the underlying needs of the other party can help you identify common ground and potential areas for agreement. It allows you to move beyond a purely adversarial approach and towards a more collaborative and mutually beneficial solution. By understanding what is driving the other party's requests, you can work together to find creative solutions that address both of your conce...
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