TWENTY-ONE

The Successful Negotiator

WHAT ARE the marks of a successful negotiator and how can you tell if you are one? If you observe successful negotiators, you will find several common characteristics and practices.

First, they view negotiating as a lifelong process; it is never-ending. They see all of life as a process of compromising and adjusting to conflicting interests. It goes on continuously every day, in almost every area. Ideally, it is a win-win process, but this outcome is sometimes neither desirable nor necessary.

Good negotiators are open-minded and adaptive to a changing situation. They don’t adopt rigid positions. The poor negotiator gets one idea in mind and fights for it, even if the situation has changed.

Good negotiators ...

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