Negotiating Partnerships: Increase profits and reduce risks

2. Good and bad negotiators – what are the differences?

By studying a large group of negotiators to see whether there are significant differences between those who are successful and those who are not, we can form a clear picture of some of the factors which influence the negotiation result in a positive or negative direction. This also gives us a picture of why problems occur and how they can be avoided or handled. At the same time we must remember that this is not the answer to or the simple explanation of success or failure. Sometimes, the fundamental prerequisites are so bad that no negotiation technique can create any further success. Sometimes the prerequisites are so favourable that it is impossible to fail. Some negotiators are lucky ...