About a year ago, I was honored to participate in research that revealed the five fundamental skills for effective negotiation. These five skills, none of which are really negotiation skills, but rather foundational building blocks upon which negotiation abilities are built, are not rocket science. In fact, the five fundamentals are really no-brainers – concepts that when you hear about them you slap yourself in the forehead and go, “of course. Duh.”
But these five fundamentals are also clearly lacking in many negotiator’s repertoires, as I’ve been thinking more about the question of the difference between good negotiators and not-so-good negotiators. So, the next five weeks are going to be devoted to the five fundamental skills – and if you’d like to get a jump on me, you can read the results of our research and purchase a manual on teaching the five skills (with a negotiation exercise included). I’d suggest the PDF version.
Next week: Fundamental Skill #1: Information Gathering