How to WIN OVER your counterpart in anegotiation!

The other day I was sitting in anegotiation...

I could see one of the parties’ growing frustration as they werenot able to convince the other party on a pretty valid point. Let me tell youwhat they did wrong. 

When preparing for a negotiation everybodyspends a large amount of time rehearsing their storyline.

So what exactly werethey doing while the other party was speaking?

They were rehearsing theirarguments in their heads and NOT listening. I could see the main principledrawing the Eiffel tower when the other party was talking. 

How can you win them over? 

Let them tell their story when THEY want toand listen to them. Refrain from speaking out first - even if you are aclaimant in a dispute. If you do not give them the floor and listen to themthey will not have the ability to listen to you properly and understand yourargument. 

Your counterpart is sitting on valuableinformation that you need and that’s why you are speaking to them in the firstplace. 

Let them spill the beans first and theywill open up their minds.