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Friday, October 21, 2005

A Negotiator Needs Good People Skills

Negotiations and the people involved in them are going to be managed by someone. Managing a negotiation, all of the parties at the table, requires exceptional people skills to influence and motivate others. Honing these people skills is a sure way to improve your ability to negotiate successfully.

The parties to a negotiation are people. People are unique individuals. To reach them through a debate of the issues requires that you present your case in terms they can readily understand. To effectively communicate with the other person you must understand the person. Not his or her argument but the "person". Researching the other party before the settlement conference can provide valuable details about their background, professional, personal and scholastic. Another way to learn about your adversary is to ask associates or common acquaintances about the person with whom you are about to meet. Finally, the time spent informally talking with the person before a negotiating session serves the purpose of providing insights into how you might phrase your arguments.

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