The Elements of Negotiation

ELEMENT 102Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator

In my extensive experience, conducting thousands of negotiation simulations with over 35,000 participants and participating in countless real-life negotiations, I have identified a range of skills that can be honed to enhance negotiation prowess. While these skills and behaviors vary among individuals, I've observed that most negotiators can benefit significantly from developing in the following areas:

• Questioning technique: Master the art of asking pertinent questions to unveil crucial information. (See Element 18.)
• Balanced openness: Maintain an optimal level of transparency without overexposing your position.
• Structured approach: Employ a systematic method in negotiations to optimize time and resources.
• Agenda setting: Collaboratively design the agenda, as it serves as a guiding framework for both parties.
• Persistence: Persistently seek satisfactory answers and clarity where responses are lacking or vague.
• Role definition in team negotiations: Clearly define and adhere to team roles for effective collaboration.
• NegoEconomics understanding: Unlock additional value by recognizing and leveraging asymmetric values. (See Element 20.)
• Creative thinking: Embrace innovative approaches and introduce varied variables to enrich negotiation outcomes.
• Appropriate mandate: Ensure that both parties have the necessary authority to engage in meaningful negotiation.
• Combativeness awareness: Distinguish ...