following five stages that intend to take the negotiator from listening to influencing the behaviour of the other person (Voss 2016): Active listening: Make an effort to empathically listen to the other person while suspending judgement. Empathy: Understand the individual’s perspective, needs, and interest, thereby accepting that emotions play a major role in how we behave as human beings. Rapport: Build rapport and establish trust. Influence: Help the other person let go of her or his position, understand your needs, and look for a solution that addresses the individual’s needs at least
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