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Negotiation Techniques for All Types of Negotiation

Increasing Your Leverage Over Your Counterparty
Identifying and Understanding Your Counterparty's Interests
More About Identifying and Understanding Your Counterparty's Interests
Extracting Your Counterparty's Hidden Interests
More About Extracting Your Counterparty's Hidden Interests
Strengthening Your Hand with a Plan B
More About Your Plan B
Identify the Decision-maker
More on Identifying the Decision-maker
Influencing Your Counterparty
Anchor the First Proposal
Preview
More About Anchoring the First Proposal
What's in it for Your Counterparty
More on What's in it for Your Counterparty
Counter-anchoring Your Counterparty's First Proposal
More on Counter-anchoring
Ask for the Objective Reasoning Behind Your Counterparty's Proposal
More About Asking for the Objective Reasoning
Leveraging Your Counterparty's Psychology
Offer a Choice
More on Offering a Choice
Add a Deadline to Your Proposal
More About Adding a Deadline to Your Proposal
Exploiting Emotional Intelligence
Separating Emotions from the Deal
More on Separating Emotions from the Deal
Stick to Facts
More on Sticking to Facts
Making a Comparison using the Word "Different"
More on Making a Comparison Using the Word "Different"

Exploiting Emotional Intelligence

Negotiation Techniques for All Types of Negotiation
By: ALEXIS KYPRIANOU
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In this section, we will look at 3 techniques that are indispensable to managing the reactions of your counterparty.

We'll cover the following topics in this section:
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