Personal needs are individual, powerful motivators. How will you remember this – particularly during the give-and-take of stressful negotiations? Individual needs drive decision-making. This is why the key skill for building a strategy to guide the negotiation process is to understand the other party's needs. At ENS, we recommend that you focus on the other party's needs before your own. Prior to the formal negotiation, it's important to diagnose and anticipate the needs of the other party. Then, during the negotiation process, keep asking yourself ‘what needs lie behind their questions and comments’? After the negotiation, closely observe the other party’s behaviour and notice what needs are being acted upon. Ask yourself: 'What are the stated, organizational needs AND what are the unstated, personal, hidden needs of the other side?' Learn more about Lucien A Okill, ENS Strategist: https://www.negotiate.org/project/lucien-okill/ https://www.negotiate.org/project/lu...
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