The better able you are to "get inside the head" of your opponent, the better your negotiated outcomes are likely to be. But very few of us are born with the ability to take on the perspective of others effectively. Fortunately, this skill can be learned. The authors of this article show you how to use perspective taking — the active consideration and appreciation of another person's viewpoint, role, and underlying motivations — to understand your counterpart better and improve the quality of your deals.
Galinsky, Adam, W. Maddux, and G. Ku. "The view from the other side of the table." Negotiation (March 2006): 3-5.
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