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~ Be in a positive mood and believe in the success of the negotiation.
Otherwise you will not be able to convince people.
~ Your facts during the presentation will carry more weight if you are well
dressed and presentable.
SUMMARY
In this chapter I have highlighted several points concerning the negotiation
process. Firstly, I have pointed out how conflict arises as a result of unsatisfied needs
and ,therefore, how important it is to properly identif'y the needs ofthe opponent before
starting with the negotiation. I made reference to Maslow's hierachy of needs. Then I
stated that conflict is a necessary situation. I looked at the nature ofconflict and how it
can be transformed for the better instead of controlling or managing it.When the
conflicting parties fail to resolve the problem a skilled mediator needs to step in. I also
pointed out the importance of trust during negotiation because this is a time to build
relationships and seek for a win-win solution.! also showed the importance ofplanning
for and evaluating the negotiation process. Lastly I highlighted how emotions can run
high and influence the decisions taken, Emotions need to be controlled,but they can be
expressed to emphasise the seriousness ofa certain point.
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