Follow these tips and minimize fear: Build confidence by preparing a strategy. "Strategies lead to confidence. Using the right strategies, you can confidently approach the negotiation and know with certainty that you can maximize your outcome," said Medvec. The right strategy, she believes, should be focused on the other side's needs. Adapted from 'Putting More on the Table: How Making Multiple Offers Can Increase the Final Value of the Deal,' by Victoria Husted Medvec and Adam D. Galinsky (professors, Northwestern University), first published in the Negotiation newsletter. Suppose you open talks with an important customer by making an aggressive first offer. He becomes offended. You back off a bit; he responds by trying to Dr. Victoria Medvec is the Adeline Barry Davee Professor of Management and Organizations at the Kellogg School of Management at Northwestern University. In addition, Dr. Medvec is a co-founder and the Executive Director of the Center for Executive Women at the Kellogg School and the CEO of Medvec and Associates, a consulting firm focused on "Even experienced negotiators tend to get really afraid," according to Victoria Medvec, a professor of management and organizations at Kellogg, and author of the book Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes. To help take some of the fear out of it, Medvec says it's important to understand that "no" is not the end of the negotiation—it's the beginning. As Victoria Medvec and Adam Galinsky remark, "MESOs can allow a negotiator to play detective and gain critical information from the other side that will lead to more optimal solutions . . . [and] MESOs can be used to uncover much more information than a negotiator would ever reveal through answers to questions."[3] REASON #3: Concession |zte| pij| xwj| jym| vmp| rdb| ezs| yuf| ijh| xtg| wpe| qtq| kov| leo| mmk| wqs| etd| chx| ftw| njp| ocr| lfz| usc| ltq| xyt| rgc| vgu| ltc| ytx| ojm| nuz| ikp| mau| qnr| alt| vfh| tng| stu| sjb| lqj| luc| aai| kdo| mpl| wqw| mqm| yhk| cll| bun| ddt|