Be the Person Who Sums Up, Talks Positively, and Steers the Negotiations

Directing discussions does not merely involve asking questions and listening to replies. Above all, it involves using the material that others provide to take the negotiations forward. Four special skills play a crucial role: rewording, placing things in a positive context, the art of silence, and steering the transition.


As I have already mentioned several times in this book, rephrasing is an absolutely crucial tool for negotiators. You cannot reach agreement about a solution unless you are already in agreement about the nature of the problem. You therefore need to reformulate your understanding of the problem to be resolved: “If I can sum up what you are saying, ...

Get The Five Golden Rules of Negotiation now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.