How to Read and React to Gain the Edge
Motivations and Decision-Making
The ability to understand the other side’s motivations and decision-making process is an essential skill in a negotiation. Understanding what the other side is communicating can be confusing, especially when emotions and deadlines are involved. Many studies have quantified the process of communication being 70 percent nonverbal, 20 percent tone, and only 10 percent content. The ability to comprehend another person’s actions, tone, and words must overcome stress, physical distractions, poor word choice, and irrational responses. To be a successful negotiator, one must decipher the other’s side position and provide an optimal response.
This tactic ...
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