8 Negotiation

“Let us never negotiate out of fear. But let us never fear to negotiate.”

John F. Kennedy

Negotiation is a fact of life and everything in life is negotiable. Although some people seem to negotiate naturally, negotiation skills are learned skills, not inherited traits. As with learning any new skill, practice, patience, and perseverance are required.

From the boardroom to the bar, people need to back up their words with non-verbal behaviours that radiate openness, honesty, and confidence. Those actions put into play – backed up by an optimistic attitude – foster trust. Others are then prepared to cooperate and together you reach a mutually satisfying agreement.

Because the way people behave is a sure indicator of their frame ...

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