Negotiating for Mutual Satisfaction | 3 Areas of Differences

Good Day Readers, Today we are Going to start 3 Areas of Differences that we had mentioned in our Last Part.
So, The 3 Areas of Differences are: 

1. Experience
2. Information
3. Role

EXPERIENCEYou an I do not see things as they are. We see things as we are. Clearly, each person is the product of his/her experience, and no 2 people can have identical imprinting. 
Two Children of the same sex, one year apart, raised by the same parents, see the world through different lenses.
If that’s true of these 2 youngsters raised under the same roof, what about people from totally different environments? to quote journalist Walter Lippmann, “We are all captives of the pictures in our head- our belief that the world we have experienced is the world that really exists.“
Therefore, to understand how you think and interpret events I must get into your world. To fathom you behavior, I must try to elicit your feelings, attitudes, and belief system.
In the vernacular of today’s young, I’ve got to know “ Where you’re coming from.“

INFORMATIONOrdinarily, people have been exposed to different data and have acquired different facts along the way. There are always things “on my sheet of paper“, to use a figure of speech, that are not contained on yours, and vice versa.
From the information in our possession, each of us will make deductions and conclusions, frame issues, and determine a course of action. 
Obviously, If we are working from a different information base, we will end up poles apart. If an approaching conflict is to be minimized, we must be willing to share this knowledge with each other.
This would include not just financial details, but relevant ideas, feelings, and needs as well.
The only way you can expect someone to understand your point of view is to provide them with the substance from which your outlook was developed. 
Essentially then, the task is education and not argumentation!

ROLEVery often divergent views are a result of the part you have been given to play in the negotiation drama. The role or job you have affects how you perceive the situation and colors your view of what might constitute an equitable settlement.
All things being equal, a prosecutor and a defense attorney can honestly advocate very different positions.
No matter whom you represent, there is a tendency for you to be morally directed- to believe, “The angels are on my side, for I represent the forces of good, against the forces of evil.“
Such a pose is, of course, ridiculous. It’s also self-defeating. If a negotiation is to be successful some of this emotional content must be drained. Both sides must learn to say, “If I were in their place, representing that constituency, may =be I would take a similar position.“
Believe me, this attitude will not cause you to defect to the opposition. Somehow, no matter how empathetic you act, you will never forget who signs your paycheck.
But thinking this way will help you to recognize the other party’s constraints, problems, and real needs. Having this outlook is the key to creative problem solving.
Before going any further, let’s summarize the negotiation approach being outlined in this chapter.
The emphasis is not upon slick maneuvers that finesse or manipulate the other side; rather, it’s on the development of genuine relationships based upon trust, where both sides win.
We have been saying that all people are unique but not that complex- they merely wish to satisfy their needs. If my needs are different from yours, we are not really adversaries.
Therefore, if I can use the right method and manner in approaching you, and we can transform the shape of things to meet mutual needs, both of us can emerge victorious.
Successful collaborative Negotiation Lies in finding out what the other side really wants and showing them a way to get it, while you get what you want.

So Readers, Our Next Chapter that we will start will be
“More on the Win-Win Technique“
Do not Forget To Follow My Website For future Updates.