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Here are some of the tips which have been published in the past in the Monthly Newsletter ... we'll post
a different Past Tip every Monday ...
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| Week of Feb. 6, 2012 - Feb. 12, 2012 |
Tuesday February 7th |
12. AVOID PERCEPTION PITFALLS
The opening stage of any negotiation is full of potential perception pitfalls that can lead to escalating competitive negotiations and disaster. These biases often predetermine how we will behave and react to another person. Here are three ways to avoid dangerous mind bending thought processes.
1. Be aware of your own biases and keep an open mind.. Strong expectations create self-fulfilling prophecies, interfere with the creation of a variety of solution and close us off to opportunities.
2. Reframe negative statements with positive language. How we frame an issue can affect the way the other party views the issue. Remember, everyone is always thinking WIIFM (What's In It For Me). So frame your solution as a benefit to the other side and you will have a better chance of them agreeing.
3. Focus on good listening skills to avoid selective perception. We all filter out some aspects of situations and focus on others. Our biases influence our reasoning and perception. By focusing on listening, checking for underlying meanings, and paying attention to nonverbal clues, we can diminish the effects of selective perception.
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