"The Behavior of Successful Negotiators"

In "The Behavior of Successful Negotiators" by Neil Rackham we learn specific characteristics of successful negotiators.

Forty-eight successful negotiators were studied over 102 separate negotiating sessions. Their approach and behavior was recorded and compared to a similar sample size of negotiators considered average.

Here are some of the characteristics the Huthwaite Research Group, Ltd. found in successful negotiators:

• In planning, successful negotiators gave over three times as much attention to common ground areas rather than conflict areas.

• The skilled negotiator showed twice as many comments on long term concerns rather than short term.

• Skilled negotiators were more likely to set upper and lower limits while average negotiators were more likely to plan around a fixed point.

• ".....skilled negotiators made immediate counter - proposals much less frequently than average negotiators."

• "The researchers found that skilled negotiators tended to give an advanced indication of the class of behavior they were about to use, instead of just asking, "How many units are there?" They would say, "Can I ask you a question? -- How many units are there?" giving a warning that a question was coming."

So there are a few ideas, and perhaps a good checklist for you to evaluate your negotiating behavior.

Jim Sauerwein