The_Essential_Manager_s_Handbook

LEARNING FROM THE MASTERS / 451

Being firm and flexible

Master negotiators are firm

and clear about the issues

they must have, and flexible

on the issues they would like

to have.

Thinking strategically

Negotiations are rarely a

one-on-one business, so master

negotiators spend time analyzing

the interests of the “players” who

are not at the table, how the

power balance lies, and what

opportunities exist to increase

their own power.

Seeing the other side Master

negotiators know that they can only

present a good offer or trade-off if

they know what their counterpart’s

interests are. They are able to easily

shift from seeing things from their

point of view to seeing things from

that of the other party.

Investing in relationships

Master negotiators use all

possible opportunities to

nurture trust and develop

relationships, and make sure

that those connections

remain intact over time.

Appreciating

uniqueness Master

negotiators approach

every situation afresh

and are always ready to

modify their practices

and adapt themselves to

the specific conditions of

any ongoing negotiation.

Managing emotions

Master negotiators

make an active choice

to always monitor and

constructively control

their emotions.

US_450-451_Learning_masters.indd 451 31/05/16 5:29 pm