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Negotiate Anything
The Magic of Similarity: Building Trust for Successful Negotiations with Alison Fragale
Oct 26, 2023
Alison Fragale, a negotiation expert, discusses the power of similarity and common ground in building trust and rapport. She explains how negotiation skills can be applied beyond formal negotiations. The importance of building strong relationships and gathering information for successful negotiations is highlighted. The chapter also touches on the significance of preparation, book writing, and women's negotiation challenges.
36:46
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Quick takeaways
- Building trust and rapport in negotiations by finding common ground and similarity.
- Negotiation skills can be applied to various areas of life beyond formal negotiations, enhancing relationship management and everyday conversations.
Deep dives
Building Relationships and Gathering Data for Successful Negotiations
When it comes to preparing for a negotiation, there are two important aspects to consider: building relationships and gathering data. Building relationships involves taking the time to invest in connecting with the other party, making small deposits of positive interactions, and finding points of commonality or similarity. This helps establish rapport and trust, making it more likely for the other party to be open to your requests. Gathering data, on the other hand, involves seeking information about the other party's preferences, constraints, and interests. This can be done through research, talking to people who may have insights, or leveraging relationships with individuals who can shed light on the other party. By investing time into both relationship building and data gathering, negotiators can set themselves up for success.
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