Here’s a great negotiating tip from today’s Harvard Business Review’s Management Tip of the Day. If you haven’t yet subscribed to get a daily dose of quick, practical management advice from the Harvard Business Review I recommend you do so now: HBR.org/tip
How do you negotiate better? Simple: Beforehand, take a minute or two to focus on what you have to gain and what you hope to achieve – and banish all thoughts of what you might lose. List everything you hope to accomplish and the ways you will benefit if you are successful. Re-read this list just before the negotiation begins. Throughout the exercise, it’s important to try not to focus on what could go wrong. Great negotiators stay focused on their ideal target, despite the risks they face. With practice, this focus-training will become easier and, eventually, automatic.