Do you have what it takes to be an effective negotiator?

According to popular belief, the Art of negotiation requires unique personal qualities such as “gut feeling” or “Fingerspitzengefühl”. In contrast, countless How To books claim that “you can get what you want” – provided you have the right set of “tools”. Clearly, both views are crude caricatures.

Negotiation Dynamics

Effective negotiators are inquisitive rather than argumentative. Experience enables them to recognize patterns where others only see chaos. They understand the “mechanics” of the negotiating game. Keen observers of the negotiation process, they are acutely sensitive to subtle shifts in the psychology of their counterparts. Quiet confidence enables them to keep their composure under pressure. They are willing to take risks to achieve their goals, but their ambition is tempered by judgment. And they combine clarity of strategic purpose with tactical finesse. While some of these qualities are innate, most are developed through experience.

Experienced negotiators, like experienced drivers, still make mistakes. Frequently.

Fortunately, most of these mistakes are of little consequence. Critical mistakes can be very costly, however. Perhaps the most characteristic of effective negotiators is that they make fewer critical mistakes. More often than not, one negotiator’s “killer deal” is the result of the other’s fatal mistake. Effective negotiators have identified their "bad habits": they know which critical mistakes they are prone to make.

Negotiation Dynamics – The Game™ is designed to provide three fundamental inputs to become a more effective negotiator: a clear analysis of the "mechanics" of negotiation, hands on practice in a realistic environment, and 360º feedback which will help you discover your real strengths as a negotiator... as well as some of your own "bad habits".