Secrets of Power Negotiating

Chapter 49The Attitudes of a Power Negotiator

The Willingness to Live With Ambiguity

Power Negotiators relish the idea of going into a negotiation not knowing whether they’ll come out heroes, or if they’ll come out carrying their heads in their hands. This willingness to live with ambiguity requires a particular attitude. People who like people are much more comfortable with ambiguity. People who prefer things are not as comfortable. For this reason engineers, accountants, and architects—members of those professions that depend on accuracy—have a tough time with negotiating. They don’t like the push and the shove of it. They would rather have everything laid out in black and white.

Let me give you a little quiz to test your willingness to live ...