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Why you want to negotiate with a unicorn

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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 collaborator

Collaborators are open, honest, and trusting, and encourage you to be so also. They are reasonable, fair, and equitable, and behave respectfully and politely. They are sincere in seeking win/win solutions. They are trusting and trustworthy in sharing information in an open and honest manner. They may also make unilateral decisions to make the deal more palatable for the other side in the interests of fairness and a good outcome. They are often creative and innovative in finding solutions and envisioning possibilities. They are relationship-builders and, once you’ve developed a collaborative working relationship, they will often do repeat business with you.

Needless to say, the best way to respond to collaborators is in kind; work with them to bring about a win/win result. When two negotiators clearly state their individual objectives and then collaborate to “increase the size of the pie,” so that both can achieve their objectives, an environment of mutual trust, well-being, and creativity that is conducive to mutual success is usually the result.

Be aware that some people pretend to be collaborators to get you to open up and show your cards, only to use the information against you. So, it pays to observe people closely and become a good judge of character. And, if possible, obtain references for anyone you work with. A true collaborator will tend to have excellent character references, while a fake or a snake will often be reluctant to provide references.

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