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Influencing and Negotiation Pitfalls #7: Trust | Enable

https://johnbarberinfluences.com/2013/07/24/influencing-and-negotiation-pitfalls-7-trust

The Science of Influencing. Skip to primary content. Influencing and Negotiation Pitfalls #7: Trust. July 24, 2013. How important is trust in a negotiation? Is it necessary that your counterpart trusts you? What level of trust do you have in your counterpart? Often people say we must have trust in any negotiation. But is this the real issue? Experience in the influencing and negotiation field suggests that what really concerns people is managing the mistrust. Where trust has been breached, this 3-step ap...

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Influencing and Negotiation Pitfall #3 Falling for the Usual Suspects | Enable

https://johnbarberinfluences.com/2012/08/02/influencing-and-negotiation-pitfall-3-falling-for-the-usual-suspects

The Science of Influencing. Skip to primary content. Influencing and Negotiation Pitfall #3 Falling for the Usual Suspects. August 2, 2012. When we start considering our counter-party for an upcoming negotiation, we often put all out planning ‘eggs’ in the one basket by focussing our attention entirely on who we are told will sit at the table. Professional negotiators start by stepping back from this narrow perspective to ask two key questions:. Who else might have an interest in the outcome? In a recent...

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Influencing and Negotiation Pitfall #2 ‘Bunker Thinking’ | Enable

https://johnbarberinfluences.com/2012/03/01/influencing-and-negotiation-pitfall-2-bunker-thinking

The Science of Influencing. Skip to primary content. Influencing and Negotiation Pitfall #2 ‘Bunker Thinking’. March 1, 2012. Many negotiators make a major mistake by secreting themselves in their planning ‘bunker’ while they undertake their research, crunch the numbers and craft the arguments for their case. Why is this a Pitfall? Surely you have to prepare thoroughly! Why is it the case that this pre-negotiation period is so valuable? Because if we engage early we will:. Plant seeds in their minds to s...

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Influencing and Negotiation Pitfalls #9: Relationship in Tatters | Enable

https://johnbarberinfluences.com/2013/12/05/influencing-and-negotiation-pitfalls-9-relationship-in-tatters

The Science of Influencing. Skip to primary content. Influencing and Negotiation Pitfalls #9: Relationship in Tatters. December 5, 2013. What can we do when there is anger and frustration and maybe a deep sense of mistrust souring our relationship? Whether it is a business relationship that matters or a personal relationship, the influencing approach is the same. They might start by accusing you of some misdemeanour and now is not the time to take a defensive stand. Once again, avoid apologising....8221;...

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Influencing and Negotiation Pitfalls # 4 Problem Solving | Enable

https://johnbarberinfluences.com/2012/08/24/influencing-and-negotiation-pitfalls-4-problem-solving

The Science of Influencing. Skip to primary content. Influencing and Negotiation Pitfalls # 4 Problem Solving. August 24, 2012. Most business professionals are measured, at one time or another, on their capacity to solve problems. Why is this a pitfall when influencing or negotiating? Therefore if we enter an influencing or negotiation engagement and we focus attention on the problem, we are encouraging our counterpart to retreat into their defensive shell and it becomes harder to get our message through.

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The Science of Influencing. Skip to primary content. Skip to secondary content. Pitfall # 11: Your place of mine? January 16, 2016. The research into the impact of the location in which you neogtiate is becoming more compelling. Most people are broadly unaware of the subtle influences that come from the place in which we negotiate. If we are mindful of what the research is telling us, we can make the environment work for us. For example, Adam Alter in his book. After our first cup, in a busy cafe, everyo...

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