#Oxford Professor #StuartDiamond explaining his latest book ‘Getting More’ – negotiation tactics for a modern world.

• Find some common ground, fish around until you do
• Everyone’s top identifiers are: family, friends, personality, hobbies and occupation
• Find out what standards and values are key to them, what groups they are a member of, then point out whether they are or are not playing by those standards (people hate contradicting themselves)
• Find a common enemy and you will find people who will work with you
• Blaming or threats never work – it only makes people withhold their good ideasWhat you think you said is probably not what they heard, so ask them what their perception is – get this part right, it’s crucial!
• Value the differences
• Find something you can trade
• Remember it’s the baby steps that count, don’t be afraid of being incremental or giving an emotional payoff at each step
• Don’t be manipulative
• Be genuine, informal and casual
• Interact honestly, build rapport, trust, be creative

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