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Manu

Building altragnan • 2m

Harvard's 6 Guidelines for Getting to a Yes: 1. Separate the people from the problem 2. Focus on interests, not positions 3. Learn to manage emotions 4. Express appreciation 5. Put a positive spin on your message 6. Escape the action and reaction cycle The 7/38/55 Communication Rule: 7% Words 38% Tone & Pace 55% Body Language The ZOPA Framework: ZOPA = Zone of Possible Agreement It’s the overlapping range where both parties’ interests meet. 6 Top Negotiation Tips: Multiple bargaining points: Appeal to basic human needs (certainty, love, growth, etc.) Keep cards close to your chest: Be cautious about revealing personal information. Understand motivations: Tailor your approach based on whether the other party is detail-oriented or emotional. Adapt your emotions: Manage your emotional approach based on the opponent’s style. Rewrite the rules: If negotiations stall, suggest a break or a change of setting. Leverage time: Use time pressure to your advantage.

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“We should not sell the product rather sell the emotions behind it…” What are your thoughts on this?

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