Of the book “Getting Past No” of William Ury, which I have read in these days, I saw this concept that seemed important to me for a negotiation.

It is necessary to listen actively. For example, answer to the opponent “I believe that you said it in quite soft terms”

So that he different is sure that he understood him, it is necessary to paraphrase what was heard.

To recognize the point of view of the opponent, which does not mean to agree with him. The recognition communicates with phrases like: “In that it is right”, “I know exactly to what it refers”, “I understand what you say”, “if I was in his situation, it would see the things like that”.

Present an excuse, say “may I ask “: What can we do to compensate it?”

Project safety

To gain access without doing authorizations. Look for the way of accumulating síes. A form is to paraphrase and in the end to ask: Is this what you mean?

To put itself in the keynote, I See perfectly his point or I can form an image of what you say.

Give to the person recognition.

Recognize the authority and the suitability of his opponent: “You are the chief” or “I respect his authority” or “they have said to Me that you are the person who knows more this politics submerged”

Establish a work relation. If there exists the possibility that you have a conflict with another person in the work, begin to cultivate the relations with this person as soon as possible.

Express his opinion without making haste. “I understand why he thinks that way. It is most logical thing, considering the experience that it has had; but my experience has been different”.

Do not say “but”, say “yes… and”. “The price is very high” Normally are answered by us “But the quality of this unbeatable productoes”. It is necessary to answer “Yes, it is absolutely true that our highest price. And what you obtain for this price is major it is a higher quality, more reliability and better service”.

Do affirmations with “me”, not with “you”. “I feel that…”, “I disturb Myself when…”, “I uncalm down with…” and “I consider that that…”.

Defend his position. It is necessary to recognize the points of view of other and simultaneously to defend the proper ones.

Recognize the differences with optimism.

Idea 2. Achieve that another person says “Yes, yes”, immediately. When you speak with anybody, does not start by discussing the things in which there is difference between each other. Start by emphasizing – and you should keep on standing out – the things in which both agree. Keep on accentuating – if it is possible – that both have the same intentions and the only difference is of method and not of intention. When a person has said NO, the whole pride that exists in his personality is required to be consistent with it.
The skillful orator obtains from the beginning a series of YES, like answer. To discuss does not give benefits, it is a much more profitable and interesting glance the things from the point of view of the speaker and to make him say “yes, yes” from a beginning. Socratic Method: to obtain an answer of “yes, yes”. It was raising questions with which his speaker had to be convenient. It kept on gaining an affirmation after other one, until it had a quantity of “YES“ in your favor.
He kept on asking, until finally, almost without realizing, his adversary was meeting coming to a conclusion that a few minutes earlier it would have pushed back energetically. The one who treads with gentleness goes far.

Idea 3. Try to see honorably the things from the point of view of another person. Remember that another person can be mistaken completely. But they doesn´t know it. Do not censure it? What would he think, how would I react if I was in his place?
To be success dealing with the others depends on how you receive with friendliness the point of view of another person. In the conversation when shows that we considers the ideas and feelings of another person as important as the proper ones.
The way of encouraging the speaker to have the mind opened for our thoughts, is to initiate the conversation giving him clear indications on our intentions, and always accepting his points of view.

When we understand that it is what other tries to obtain (his interest), you will be able:

• To keep active a negotiation that he isn’t leading nowhere.
• To feel more comfortable, during the negotiation.
• To improve the long-term relations
• To provide major satisfaction level to another part

Let’s bear in mind these concepts, at the moment of negotiating:

• The negotiation isn’t a competition. It is possible to find a better dealing for both parts.

• Have confidence, it has more power than you believe.

• Write a plan. Never decide about any point unless it should be prepared to do it

• No matter what the big differences are, do never be afraid of negotiating

• Don’t feel limited by the position or the authority. Once it does his task, it must be ready to face them

• Don’t emphasize your own problems if it goes so far as to present a stagnation. Another part has enough proper problems

• Don’t feel limited by the final offer, by a firm price, or one “Take it or leave it”, all they are negotiable

• A difficult negotiation has conflicts. The person who has a need to fall down well this inclined to yield too much.

• Make sure that listens to his problems and understands them

• Put high goals. It was preparing pair to take the risks that go with the highest goals.