The Chess Participant s Guide To Negotiation
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After i played competition chess, I developed my own three-question course of that I used to examine each transfer made by my opponent. These identical three questions work beautifully that can assist you understand the opposite facet's strategy in a negotiation. Question 1: What does it attack? Which of my positions (offers) are they attacking? Why are they choosing to deal with that one? Do I need to defend my place, or is it sturdy enough to stand by itself so I can ignore their criticism? You might need to reinforce the advantages of your provide if you're feeling they do not absolutely admire them. Or, you would possibly simply recognise this as a tactic to unsettle you and it might safely be rebuffed. Some negotiators consider they will have you alter your place by attacking it. The fact is that difficult the opposite facet's idea head-on is more prone to lead to them to defending it, causing them to dig deeper into their entrenched place.
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