Secrets of Power Negotiating, 15th Anniversary Edition

Chapter 51

The Attitudes of a Power Negotiator

The Willingness to Live With Ambiguity

A Power Negotiator relishes the idea of going into a negotiation not knowing whether he’ll come out a hero, or if he’ll come out carrying his head in his 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 to people 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 ...