Why effective negotiation isn't about winning

04/28/2014 | Guardian (London), The

One of the keys to becoming a better negotiator is to put aside the desire to win, writes Natalie Reynolds, managing director of Advantage Spring. "[A]t the end of the negotiation, make sure you behave with grace and professionalism," she advises. "Make them feel like they have won, even if you know that you have secured the deal of a lifetime." In addition, it's important to be willing to adjust your negotiation style as necessary and to recognize that not everyone has the same idea of fair play.

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