The Science of the Deal
Worklife with Adam Grant
00:00
Preparing for Negotiation and Building Rapport
In my business negotiation, I wanted to make the other party happy by offering a discount. However, I also wanted to get additional benefits in return. I realized that negotiation is not the first step in making a deal; it's the third. So I prepared by understanding the other party's needs and coming up with a unique request. I also shared personal information to build rapport. Studies have shown that small talk before negotiation increases the chances of success. Additionally, I thought about how I could provide value to the other party. In this case, I considered offering assistance with unpleasant customers and slow periods.
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