Avoiding the Traps of the Professional Negotiator: Four Recommendations
- Keep your cool. Do not allow yourself to be overcome by either enthusiasm or anger. Remain an observer as well as a participant in the negotiations.
- Show empathy. Before and throughout the discussions, ask yourself what you would do if you were in the other party’s shoes. What would be your objectives? How could you achieve them? Judging the other party serves no purpose. Trying to understand him is more useful.
- Talk little, listen a lot. Everything that you say may be noted and used against you, particularly if it involves information about your internal constraints, your price or cost structure, your processes, your alternatives, and so on.
- Be patient—and show it. ...
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