Great negotiators know how to start a meeting: Try to get the other party nodding right from the first minute.
Start with a statement the other party will almost certainly agree with, and you establish a mini-momentum.
Usually, the best negotiator's initial statement is nothing more than small talk.
"Hi, Joe. I know you feel very strongly about how to handle this matter."
Joe nods. So you should keep building momentum.
"I thought so," you respond. "And, like me, I'm sure you wish we didn't have to spend time in this building when it's so beautiful inside."
Joe nods again.
So what just happened?
Well, nothing substantive has been accomplished, of course, but you've made Joe feel understood - you appreciate how strongly he feels and you respect him. He nodded twice in response to your mini-statements. Now your objective is to gradually increase the seriousness of what he'll agree to.
This is an art that comes with practice and time. But start the meeting with some ice-breaking mini-agreements, and you're moving in the right direction!
BONUS LESSON: Start a negotiation with statements easy to agree with in order to build some momentum.
Read more about the art of persuasion, or check out the work-in-progress book 'Street Smarts 101: Lessons Textbooks Miss.'
Check out the book The Skinny On The Art Of Persuasion.
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