Successful Negotiators Present and Clarify

Successful negotiators present their own position and clarify that of the other party. Asking good questions produces responses but the most useful information may be understood by listening for underlying needs.

Facing Resistance

When you have explained your position in a logical way with data to back up your position, and the other person is still resisting, ask open-ended questions to learn more about their needs or objections. Then ask focused questions to help the other person focus on possible alternatives (“If we wanted to move forward with this project, what could you do to help?”).

Common Interests and Conflicting Issues

Using effective negotiation skills is advisable when individuals or groups have common interests and conflicting issues. But don’t be blindsided if there are really strong conflicting issues! Be prepared to address and deal with them.