This diagram shows the five characteristics that all win-win negotiators share:
Let’s take a look at each of these characteristics in detail now:
Win-win negotiators ask a lot of questions. While asking questions is a good way to get the information that is critical for a win-win, this is not the only purpose served by asking questions. Asking questions helps you build rapport, gain thinking time, control the discussion, clarify understanding, and persuade the other party. Of course, it is also a good way to gather information. Asking questions will help you to:
• Build rapport. People ...