Thecorrect strategy for Americans negotiating with Japanese or other foreignclients is a Japanese strategy:ask questions. When you think you understand, ask more questions. Carefullyfeel for pressure points.If an impasse is reached, don't pressure. Sugges
Usenon-verbal communication to SOFTEN the hard-line position of others: S =Smile, O = Open, Posture, F = Forward Lean, T = Touch, E = Eye Contact, N =Nod.
Onecomes to believe whatever one repeats to oneself sufficiently often, whetherthe statement be true or false. It comes to be dominating thought in one'smind.
Themost intense conflicts, if overcome, leave behind a sense of security andcalm that is not easily disturbed. It is just these intense conflicts andtheir conflagration which are needed to produce valuable and lasting results.
Wheneveryou're in conflict with someone, there is one factor that can make thedifference between damaging your relationship and deepening it. That factoris attitude.
