Chapter 48The Personal Characteristics ofa Power Negotiator
To be a Power Negotiator you need to have or develop these personal characteristics: The courage to probe for more information, the patience to outlast the other negotiator, the courage to ask for more than you expect to get, and the integrity to press for win-win solutions, the willingness to be a good listener. In this chapter we will take a look at each of these in more detail.
The Courage to Probe for More Information
Poor negotiators are always reluctant to question anything the other says, so they negotiate knowing only what the other side has chosen to tell them. Power Negotiators are constantly challenging what they know about the other side and, what is more important, the assumptions ...
Get Secrets of Power Negotiating now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
