By this approach, the other party feels less alone and more willing to open up. This is the royal way to learning their interests. With that information, one can look for ways to create value in a deal – ways to satisfy the other party’s interests and achieve satisfaction of ones own.
Communication is Key.
Even First Amendment case law recognizes that communication occurs not only with words and speech but also in nonverbal ways. The effective negotiator is alert to, and uses, all forms of communication to advantage. Body language – the handshake, eye contact, posture, tone of voice – all communicate messages or attitudes. It is fundamental to communicate in a manner that builds trust and rapport.