Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

Part 2: The Promise of connection: Building a Collaborative Relationship

Chapter 5: Engaging Your Counterpart

A Failure to Connect p. 196

Appreciative Moves p. 201

• Appreciate the other person's situation p. 204
  • Encourage the other person to elaborate p. 204
  • Respect the other person's objections p. 206

• Appreciate the other person's feelings p. 210
  • Pay attention to the undercurrents p. 211
  • Pick up on non-verbal cues p. 213

• Appreciate the other person's ideas p. 216
  • Respond to the other person's ideas p. 216
  • Link the other person's ideas with yours p. 218

• Appreciate the other person's face p. 222
  • Show respect for the other person's position p. 222
  • make it easy for the other person to retreat p. 223

Limits on Getting Connected p. 226

• Resistant personalities p. 227
• Difficult situations p. 229