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Characteristics of a Skilled Negotiator
Characteristics of a Skilled Negotiator
I just finished getting my CNE (Certified Negotiation Expert) designation. Did you know that there are 3 types of negotiators? The Competitive, Compliant and Collaborative negotiator. The Collaborative negotiator is usually the most successful because they have a win-win mentality. Here are some characteristics of a Collaborative negotiator.
1. Ask questions. Skilled negotiators spend twice as much time asking questions vs. average negotiators and they try to understand what the other side wants so they can develop a solution that satisfies all parties.
2. Active listening. Active listening is repeating back what someone said to ensure understanding. You can use phrases like "Let me make sure I understand what you just said" or "Let me summarize my understanding of what you just said." This shows that you really are listening and trying to understand the other party.
3. Make positive comments. Skilled negotiators make many more positive comments than average negotiators. They do this to emphasize and build on the "good" in the negotiation to make it easier to deal with the "other" issues.
4. PLAN PLAN PLAN.This is one of the BIG differences between skilled negotiators and average negotiators. A skilled negotiator seeks out specific ... more

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