b"DECISION-MAKING MEANDERS Good negotiation starts with building rapport with the other party. Trust is essential. Trust is a human trait used by great negotiators to establish ground rules when opening a denial as well as when seeking mutual gains.If a negotiation starts to go wrong, you can always refer to the goals set out at the start of the process as a way to ease the tension.4.Know how to dispel intimidation attempts: at some point, you will likely encounter a negotiator who will try to assert value in a hostile manner. The person may try to intimidate you and may even threaten you.When this happens, fear usually kicks in and the prehistoric part of the brain that manages your experiences and emotions takes over, shutting downthecreativepartsofthemindandpreparingyouforfightor fleeing. You will need to give yourself time to emerge from this state.By using simple and practical tools such as questions, you can begin to guide the conversation and regain your ability to think clearly.For example, if your counterpart mentions,This delivery schedule is not realistic! It may be useful to take the last words of the statement and turn it into a question, for example,Isn't the timetable realistic? Even if you are afraid at the time, he will now have to explain himself. This gives you time to reposition yourself.On the other hand, when the tension rises during an attack or when someone raises their voice you could simply mention,I feel tension in the air.This can help defuse the situation by getting the counterpart to end their tirade and start explaining themselves.5.Advancednegotiationtactics:onceyou'vemasteredthesebasics, including knowing how to build trust and relationships, you can focus on some advanced tactics. Although they can be effective ways to gain an advantage, you should use them with caution.For example, the benchmark tactic. A reference point can be a price, an object, a service, or a favor.Even though establishing a benchmark for trading seems like a simple tactic, it should be used with caution as it can also backfire. Germain Decelles291"