We find that the most skilled among them rely on five highly effective strategies
(1) understand the big picture,
(2) uncover hidden agendas and collaborate with the other side,
(3) get genuine buy-in,
(4) build relationships that are based on trust rather than fear,
and (5) pay attention to process as well as desired outcomes.
STRATEgy 1
get the Big Picture
Start by soliciting the other person’s or group’s point of view. Use what you learn to shape the objectives of the negotiation and to determine how you’ll achieve them.