Establishing a Good Rapport With Your Counterpart Is Vital for the Successful Negotiator

It is true that there is little room for sentiment in modern business negotiations. The pressure on the relationship between the parties stems from what is at stake not only economically but also on a personal level. Negotiators must be particularly careful not to allow their decisions to be influenced by how they may feel about someone with whom they are negotiating. At some major corporations, buyers are subject to frequent job transfers. This is mainly to avoid creating a climate that could reduce the pressure on the seller. Nevertheless, decisions are by no means always as rational as you might think.

Clearly, attracting sympathy is not enough to bring ...

Get The Five Golden Rules of Negotiation now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.