There are many approaches to negotiation. Some negotiators
advocate a hard-line, uncompromising style. But skilled
negotiators know that you are more likely to achieve a
satisfactory outcome by taking the interests of the other party
into account and trying to create win–win deals, develop mutual
trust, and build relationships for the future.
S e t t i n g
your style
US_382-383_Setting_your_style_Op19.indd 382 30/05/16 3:06 pm
DEVELOPING MUTUAL TRUST
NEGOTIATING FAIRLY
DEFINING NEGOTIATION
STYLES
BUILDING RELATIONSHIPS
NEGOTIATING FROM
THE WHOLE BRAIN
DEFINING INTEREST-BASED
NEGOTIATION
CREATING WIN–WIN DEALS
US_382-383_Setting_your_style_Op19.indd 383 30/05/16 3:06 pm
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