What If They Won't Negotiate?

1. DON'T REACT.
   • Step back and look at the big picture.
   • Identify your interests.
   • Focus on your goal.
   • Don't get mad, don't get even, just negotiate for what you want.
2. STEP TO THEIR SIDE.
   • Listen actively
   • Agree when you can.
   • Acknowledge your opponents, his/her views, and feelings.
   • Express your views without provoking.
   • Create a favorable climate for negotiation.
3. CHANGE THE GAME.
   • Ask problem solving questions.
   • Ask your opponent for advice.
   • Ask why? Why not? What if?
   • Reframe
4. MAKE IT EASY TO SAY, "YES."
   • Get around obstacles.
   • Involve your opponent.
   • Satisfy your opponent's unmet interests.
   • Help your opponent save face.
   • Go slow.
5. MAKE IT HARD TO SAY, "NO."
   • Know the consequences, let your opponent know the consequences.
   • Aim for mutual satisfaction, not victory.

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