Chapter 10 – Broker
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also sets a higher anchor for the negotiation on your end and gives you greater range to
negotiate.
Successful negotiators
There has been a considerable amount written about negotiators. The studies
undertaken show that skilled negotiators:
- Raise a variety of options.
- Pay more attention to common ground.
- Spend more time considering long-term implications.
- Set upper and lower limits.
- Are less likely to use irritating language.
- Are less likely to make counter proposals – as these often cloud the issue and are
seen as blocking or disagreement. - Use less defending or attacking behaviour.
- Are more likely to use checking and summarising statements.
- Ask more questions.
- Express more internal thoughts and feelings – gives the other party a sense of
security. - Give fewer reasons in support of their particular point or proposal – increasing
justification has the potential to increase exposure of a weakness. - Are more likely to reflect and review the negotiation.
- View situations as a win-win.