1. The empathetic negotiator can speak directly to the other side’s primary needs, concerns, and goals. Uncovering motivations of the contrary party can help a negotiator frame and offer proposals in a most efficient and favorable way, one that is most likely to be met with agreement.
2. Making wise decisions at mediation — as in any negotiation, really — hinges upon your ability to assess the players’ alternative courses of action and likely outcomes.
Favorite points:
1. The empathetic negotiator can speak directly to the other side’s primary needs, concerns, and goals. Uncovering motivations of the contrary party can help a negotiator frame and offer proposals in a most efficient and favorable way, one that is most likely to be met with agreement.
2. Making wise decisions at mediation — as in any negotiation, really — hinges upon your ability to assess the players’ alternative courses of action and likely outcomes.
Thank you for your comments. I am glad these points resonated and appreciate the feedback!