Common Sense is a Key Asset in Negotiation
The common sense and flexibility to make decisions under pressure in negotiation is also important. I’m reminded of the story of the old mountain man who came down from the hills pulling his donkey loaded with fur pelts...
The young cowboy, sobering quickly, looked at the old man, at his gun, at the donkey and said decisively, “No sir, but I’ve always wanted to.”
A look at international diplomacy provides us with further insight into what makes a good negotiator. When the history of the twentieth century is written, only a few will be regarded as the skilled negotiators of this era. Henry Kissinger and Chou En-Lai of Communist China are sure to be mentioned. Chou shared with Kissinger the ability to survive under turbulent political conditions. In a society where a single mistake in judgment could mean death, Chou survived jail, purges, and the Long March. Later, Chou’s exceptional judgment helped him survive the Cultural Revolution in which thousands of Mao’s closest followers were liquidated or sent to Mongolia. Chou was indeed a man who could function effectively under difficult conditions.
“Chou was a tough and persuasive negotiator, with an immense capacity for absorbing detail, and immense patience in bargaining. With him, it was always a matter of give and take. He was frank and outspoken and he expected the same. Disagreement did not upset him. He expected a good deal of disagreement, but was disappointed if it could not be supported in intelligent terms. His eyes were bright, penetrating, and looked right at you. You felt that you had all his attention, that he would remember you-and what you said. It was a rare gift.”
Sharing the 7 Biggest Negotiation Myths vs the 7 Most Interesting Negotiation Facts Negotiation is an integral part of both personal and professional life. Whether you are navigating a business deal or settling a dispute with a friend, the art of negotiation is a crucial skill...
Read MoreBest and Final Offer Tactics: What is it, How to Respond to it & When to Use the BAFO Strategy Yourself In negotiations, how you make requests and offers can shape the final result. The Best and Final Offer (BAFO) strategy is a powerful tactic that can work in your favor, making both parties happy with the final agreement...
Read MoreBogey, a term seemingly simple yet widely versatile, finds its place not just on golf courses and military radars but also within the strategic frameworks of high-stakes negotiations. This article unravels the layers of this multifaceted term, revealing its significance in the world of golf, the complexities of military operations, and as an artful skill of negotiation strategies taught in the KARRASS Effective Negotiating® Seminar...
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