Most people focus on the wrong things in negotiations. Here’s how to get it right.
You go into a negotiation knowing what you want, but if you walk away without getting it, your negotiating skills might need some work.
“Everybody wants to be a better negotiator–it’s a skill we all recognize is important,” says Corey Kupfer, author of Authentic Negotiating: Clarity, Detachment & Equilibrium the Three Keys to True Negotiating Success & How To Achieve Them. “Unfortunately, most are not happy with their level of skill.”
That’s because we tend to focus on the wrong things. “People study tactics and countertactics, and then countertactics to the countertactics,” says Kupfer, managing principal of Kupfer & Associates, a New York City-based law firm that helps entrepreneurs and corporations negotiate deals. “No matter how much practice you’ve had, that method of negotiating is not going to get you where you want to be. It’s manipulative instead of effective.”
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