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Beware the negotiator who becomes the BFF

Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the second section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the 26 different personality traits of negotiators you are likely to encounter in the course of your negotiating career are identified. Over the next few weeks we will recommend ways of dealing with each type of negotiator.

(Courtesy of PersonalEmpowerment.co)

10 The communicator

There are negotiators who are great communicators. They are not only verbally articulate but also are attentive, intuitive, and good listeners. They know how to build rapport and develop trust, and are patient in relational exchanges; they are good at earning trust and making professional relationships feel like personal friendships.

When negotiating with them, you may tend to make more concessions than you intended to make –  but, under the spell of friendly feelings that develop with a great communicator, these concessions don’t seem as important as they did prior to the negotiation.

The best strategies for dealing with a great communicator are to be a shrewd listener who can strategically nudge the negotiation in the direction you want to go, or to develop your own communication skills so you can verbally hold your own with such a person.


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