Negotiating to Influence Decisions in Collaborations
A clear purpose will unite you as you move forward, values will guide your behavior, and goals will focus your energy.
—Kenneth H. Blanchard
Preview
This chapter discusses effective strategies that enable successful negotiating and decision making in any type of collaboration. These strategies are aligned to one of three negotiating skill categories, as follows:
- • Questioning: Uncovering different perspectives.
- • Messaging: Constructing messages systematically.
- • Persuading: Communicating influentially for commitment.
All of these skills are crucial in a collaboration for achieving others’ buy-in and commitment to approve ideas and streamline decision making. The first skill category, ...
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