Chapter 13: Tough or Effective?

Characteristics of Effective Negotiators

Being tough is not the same as being effective. Often, being tough leads to immovable positions that create negative feelings and more frequently lead to negotiations that are deadlocked. The source of the toughness usually lies in incompetence or insecurity. Applying some of the keys we have shared together will build your competence.

Effective negotiators will have the following attributes:

• They know their ideal and work patiently and consistently for it.

• They can be tough if - and only if - that would be productive.

• They are very slow and rather mean in giving concessions.

• They are not frightened by the thought of deadlock.

• They never make it seem they have 'won' a point.

• They always prepare their information and think through the possible obstacles.

• They always rehearse the approach.