Excerpt

Keeping Your Cool When Negotiations
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© Claire Communications

The key word is “learning,” for negotiating skills don’t necessarily come naturally. Sure, some people seem to have been negotiating since they were infants, while others must escape at the first sign of confrontation.

But most of us simply need to learn—and practice—new skills to effectively and successfully negotiate. Here are a few tips to get you started or to help you go to the next level.

Basic DOs and DON’Ts

1. Listen and watch. Take in as much information as you can, even when you’re the one doing the talking. Like a good poker player, if you observe an opponent long enough, you may be able to detect a pattern.

2. Consider negotiation an extended Q&A session. Ask open-ended questions; intense curiosity is an underestimated but extremely valuable tool. Asking the right questions at the right time offers a huge advantage.

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