Asking Advice to your Counterpart in Negotiations

Negotiating and Bargaining
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Negotiating and Bargaining > Best Practices

Chloe Xu, Director, Australia
In negotiation, seeking advice from others or even your counterpart could be an effective strategy, even if working WITH your counterpart seems counter effective at first sight. The possible benefits generated by advice seeking can be:
  • PROBLEM SOLVING. It is obvious that asking questions helps you find solutions to genuine problems. An advice request shows your interest in the counterpart’s ideas and encourages him/her to propose solutions you might never have thought of. In addition, seeking advice can disarm potentially defensive opponents. When asking for advice rather than issuing demands or attacks, you will be able to frame the negotiation as a joint problem solving task and establish a norm for collaboration.
  • FLATTERY. Accordingly to research, in difficult negotiation situations, asking for advice will increase your likability. Does it matter if your counterpart likes you? Research indicates that likeability works even better than perceived competence in (...) Read more? Sign up for free

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Negotiating and Bargaining
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