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8min chapter
To Negotiate Better, Start with Yourself
HBR IdeaCast
Uncovering Motivations Through the Five Y Exercise
This chapter delves into the technique of the five Y exercise, where individuals ask iterative 'why' questions to uncover underlying motivations. Using an example of a sales chief struggling to say no to customers, it demonstrates the importance of understanding basic human needs to make tough decisions in negotiations. Emphasizing the necessity of slowing down, listening actively, and building a golden bridge in negotiations, it highlights the significance of empathy and understanding the other party's perspective.
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