Part 6/8:
Preparation is crucial; according to Voss, one should reflect on both their and the other party’s perspectives before entering into negotiations. By summarizing what you believe to be their viewpoint and identifying common goals, you set the tone for a cooperative atmosphere.
Using the framework of gratitude to maintain a positive mindset also enhances negotiation effectiveness. Voss notes that when people approach negotiations positively, they can be 31% smarter about decision-making—essentially increasing the likelihood of fruitful outcomes.