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What makes a good negotiator?

What makes a good negotiator?. Everybody has the potential to be a good negotiator. However, we know that only some of us seem to be better at negotiation than others. What makes them different?. Planning skills Ability to think clearly under stress Practical intelligence Verbal ability

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What makes a good negotiator?

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  1. What makes a good negotiator?

  2. Everybody has the potential to be a good negotiator However, we know that only some of us seem to be better at negotiation than others

  3. What makes them different? • Planning skills • Ability to think clearly under stress • Practical intelligence • Verbal ability • Product knowledge • Personal integrity • Ability to perceive and exploit power • Understand the issue • Recognise key issues quickly • Seek the win-win • Will compromise • Have stamina • Will compromise • Tolerate conflict and stress • Listen well • Are sensitive to other ‘s needs • Have patience

  4. Negotiation can be of two types • Confrontational (usually win-lose) • Cooperative (usually win-win)

  5. Interest based negotiation An approach to negotiation where the parties focus on their individual interests and the interests of the other parties to find a common ground for building a mutually acceptable agreement

  6. Three ‘C’s of interest • Common • Complementary • Conflicting

  7. Separate the emotion from the issues Highlight the ‘problem before us’ than the ‘problem between us’

  8. The three basic rules of negotiation • Know your self • Know the other person • Know the situation

  9. Recognising pitfalls to negotiation • Nervousness • Anger • Fear of losing face/embarassment/humiliation

  10. Power and dependencies “ If they control what you want, and you control what they want, then you control what you want.”

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