In your role as an internal consultant how will applying the

In your role as an internal consultant, how will applying the \"Getting to Yes\" content on perception, emotion, and communication not only improve your negotiations with your clients but also your consulting skills?

Reference :

Fromm, D., (2008). EMOTION IN NEGOTIATION. The Theory and Practice of Representative Negotiation. Toronto, Canada: Emond Montgomery Publications limited.

Solution

The four principles of Getting to yes content on emotions, perception and communication are as given below,

1. Separate people from the problems.

2. Invent options of mutual gain.

3. Focus on interests, not positions.

4. Insist on using the objective criteria.

Applying these concepts will help to communicate with the client in objective manner, taking the problem in hard manner, while being soft with the people, finding out solutions that are mutually fruitful and creating a win- win situation for both parties, enhancing the relationship and solving the problem. Talking about the conflicting interest in rational manner, listening to other party\'s issues, matching them with own interests and finding a mutually agreeable way with an approach of focussing on points of conflict, not on individual positions is the key to successful performance as a consulting professional. The approach of seeing the problem in objective manner, separate from the individuals that need to be talked to, convinced and brought into agreement by solving the problem through mutual discussion, not only improve communication skills but also enhances the consultative acumen.