The Skilled Negotiator
Mastering the Language of Engagement
Chapter One
Defining the Art
Negotiations are as varied as roller coasters. Some are
gentle, others, frighteningly fast and treacherous, with surprising twists
and erratic turns. The person who consciously and carefully selects the
type of roller coaster and the seat location suited to his or her level of
experience and then remains seated and belted in, leaning confidently into
sharp turns, is likely to survive the ride unscathed and enjoy it as well.
Negotiation success and enjoyment are achieved in a similar way.
The more complex forms change direction unexpectedly. Accomplished
negotiators recognize this and so are not derailed by it. They
also know that although negotiation occurs often in daily life, it is
rarely a simple process. Ups and downs-gains and losses-must be
expected. Managing these requires several skills, all harmoniously
coming together to ensure progress toward the desired outcomes.
Reaching those outcomes also requires forging alliances, often
between peo ... read full excerpt from The Skilled Negotiator: Mastering the Language of Engagement ebook
