What does it take to be an effective negotiator?

Sophisticated negotiators are more inquisitive than argumentative. They have the ability to identify the critical pieces of information to unravel a negotiationpuzzle. Recognizing typical negotiation patterns enables them to diagnose problems quickly and accurately. They combine a deep understanding of the psychological dynamics of negotiation processes with a realistic assessment of their own strengths and limitations. They possess tactical finesse, ambition, and a willingness to take risks... tempered by realistic judgment. While these qualities are partly innate, they are largely developed through experience.

Experienced negotiators also make mistakes. Frequently! Fortunately, most of these mistakes or distractions do not have major consequences. Critical mistakes, however, can be quite damaging. The fundamental characteristic of an effective negotiator is probably that he or she makes few major mistakes. In fact, a great deal by one party usually results from a fatal mistake by the other party. Effective negotiators know their "bad habits" and know how to get around them. At the same time, they are able to identify the other party's mistakes, anticipate them, and use them to their own advantage.

The program of Advanced Negotiation program is designed to enable participants to become more effective negotiators. In three intensive days, the program provides the accumulation of extensive negotiation experience in a highly realistic context, allows the identification of one's "good" and "bad" habits through 360º feedback, and provides a set of analytical and conceptual inputs to better understand the dynamics of negotiation. Apply Now!