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Before we start any process of negotiation, there are a number of basic principles to remember: You are the one who uses the tools, so you must know how to use them best. The other side also uses the same mechanisms, both as tools of information and from an intuitive point of view. Because of this you must learn the means which can be used by the opposing side. Work in an automatic fashion. This will make it easier to act rationally and cope with your own emotional reactions.You will then be able to use the tactics required and react in the most advantageous way. Commercial negotiations start from the moment you meet the other side. They are not limited by time boundaries within which it has been announced that the negotiations will now be officially done. There are rules of negotiation, just as there are for a game of chess. There is no guarantee that the other side knows or follows the rules, but research studies have shown that they usually behave as expected. It is for this reason that we can relate to negotiation as a scientific process, not a creative one. Chess players practice regularly. If they do not practice, their skill decreases, especially when their level of expertise is high. You cannot let your negotiation skills rust; you must read articles and books and keep practicing. Effective negotiations focus on producing a Win Win situation, the meaning of which is a situation in which both sides are pleased with the results. You must remember that in the process of negotiation, the goal is to win the majority of outlined conditions for long term mutual satisfaction and cooperation. Before you start, check that you have not forgotten the following elements: 1. a powerful desire to be one of the participants and partners in the action 2.
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