I am pretty horrible at negotiating, and I think its because I am too aware of the needs of the other party and too willing to give in. I know that I am bad in instances of bargaining because I never start bargaining low enough. To be more effective at negotiation I need to learn how to use the things I know about the other party to my own advantage, to manipulate their desires in order to achieve my own. I tend to have a cooperative and principled approach to negotiation, and I think that I do address the interests of the parties rather than the positions of the parties. I am pretty flexible in what I ask for as long as I get something out of the negotiation. I think that I am good at creating value, but I’m bad at claiming value and persuading the other side to let me claim value. I tend to place more value on the relationship rather than the substantive issues of the negotiation. I probably learned to negotiate from my parents, especially my mother, who is also rather ineffective at negotiation.
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