Convince and Resist Determining the fundamental interests of the participants

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Identifying controversial issues and setting the agenda One of the tasks of the people involved in the negotiations is to come to the understanding that they are working on a common problem. In addition, they must take into account the interests of the opposing party, and to do this, they must first be aware of them. A certain pace is developed: time is allocated for discussing issues that have arisen, on which the opponents do not agree. Each side collects additional information by recording the information voiced. Based on the information collected, lists of clarifying questions are then formed.


Read also! Psychology of Influence in Sales: This intermediate stage is necessary for the parties to better understand each other's needs and interests. During the communication, special attention is paid to controversial singapore whatsapp phone number issues, requirements for them are detailed, and clarifying information is obtained. The goal is to minimize misunderstandings between the participants, simplify the search for the optimal solution to the identified problems for both parties, and come to an agreement within the optimal time frame. The information obtained during this stage helps the opponents better understand the interests of the partner, as well as develop new forms of interaction and further steps for the most fruitful cooperation.


Developing proposal options on which an agreement can be based The result of the work at the previous stages should be information on the basis of which the development of variants of the conditions of the future agreement is started. The main questions and problems need to be clarified at the preparatory stages. At the same time, everything must be done so that no preference is given to any one option or more attention is paid. If necessary, a summary document is developed containing the needs of the participants, the criteria that must be taken into account in the final agreement, and the principles that are mandatory for all interested parties.