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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 7

Adding anotherdimension

Using interpersonal behaviour

Negotiation is not simply a matter of techniques, important though these are. It also depends on reading the behaviour of the other people involved, and using behaviour appropriately yourself. Reading between the lines and acting accordingly is part of the negotiating ritual. To a degree, fluency in this is a matter of experience, which you will build up over time. Nevertheless, certain principles can be useful.

This section looks at the key behavioural aspects of:

Reading between the lines.

Listening.

Questioning.

Non-verbal signals (body language).

So, let’s consider these in turn.

Reading verbal signs

Negotiation has a language of its own. Some of it becomes ritual, adding ...

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