Know the Expectations and Learn the Etiquette
Negotiation meetings are a forum for an exchange of ideas. Your behavior provokes a response, which creates a reaction, and the process continues until one side signals an end to the discussion. Like any formal business or social gathering, there are expected behaviors and etiquette guidelines that establish a productive environment, leading to a satisfactory result. Poor behavior disrupts the process and can lead to impasses. This can cause a shift from a mutually beneficial outcome to winning short-term results.
Good leaders focus on the negotiation process as much as the outcome. Productive behavior is established by exhibiting trust, integrity, and commitment ...
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