Page 38. Hear the Language. Part A. LISTEN

Unit four

page 38

hear the language

part A: listen

1:

that’s because many people perceive only two approaches to negotiation; the heart approach and the soft approach.

2:

if you are a hard negotiator you are concerned with winning.

3:

hard negotiators will concentrate on getting the decision they want.

4:

in the end, hard negotiators may get what they want.

5:

so in contrast, soft negotiators are more concerned with avoiding conflict.

6:

this approach to negotiation isn’t good because soft negotiators often agree to decisions that are bad for them or bad for the business.

7:

so instead of a hard or soft approach, successful negotiators like myself, take a win-win approach where there isn’t a winner or loser.

8:

Well, there are two important techniques that will help you to do this.

9:

the first technique is to listen and to understand.

10:

the second technique is to work together to reach a solution.