1. What makes a good negotiator?

2. Everybody has the potential to be a good negotiator
However, we know that only some of us seem to be better at negotiation than others

3. What makes them different?
Planning skills
Ability to think clearly under stress
Practical intelligence
Verbal ability
Product knowledge
Personal integrity
Ability to perceive and exploit power
Understand the issue
Recognise key issues quickly
Seek the win-win
Will compromise
Have stamina
Tolerate conflict and stress
Listen well
Are sensitive to other ‘s needs
Have patience

4. Negotiation can be of two types
Confrontational (usually win-lose)
Cooperative (usually win-win)

5. Interest based negotiation
An approach to negotiation where the parties focus on their individual interests and the interests of the other parties to find a common ground for building a mutually acceptable agreement

6. Three ‘C’s of interest
Common
Complementary
Conflicting

7. Separate the emotion from the issues
Highlight the ‘problem before us’ than the ‘problem between us’

8. The three basic rules of negotiation
Know your self
Know the other person
Know the situation

9. Recognising pitfalls to negotiation
Nervousness
Anger
Fear of losing face/embarassment/humiliation

10. Power and dependencies
“ If they control what you want, and you control what they want, then you control what you want.”