When Negotiating, Take the Right Side
In negotiations, sitting across the table from your opposing party sends the signal that you are confrontational, not collaborators who are looking for solutions that meet both your needs.
Here's a better idea from negotiating guy Robert Fisher, author of the classic Getting to Yes and founder of the Harvard Project on Negotiations.
Create a document that summarizes the issues you're discussing. Then, sit next to your opposing party so that you can both look at the sheet, and write on it, at the same time.
That positioning signals that you're already cooperating to find solutions to a problem that you both share.
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