In this video, learn about rapport and how it is useful in getting you to a win-win outcome in a negotiation. 

Video Summary:

• A personal relationship between the prominent negotiators is often the key to success

• Attempt to get to know the people you will be negotiating with before entering the negotiation

• Your goal is figure out what makes the other side tick

• Put a lot of effort and energy into getting to know the other side

• Take a sincere interest in the other side and get to know them as individuals

• Informal conversation and one-on-one discussions often lead to negotiating success

• Arrive early to the negotiation and leave late so you can chat with the other side

• Small talk before and after the meeting can help you know the other side better

• Be sure to try to see the case from their point of view. Try walking in their shoes to gain this perspective