Knowledge Improves Ability as a Negotiator

[How to Be a Better Negotiator]There's a negotiator in all of us and whether we realize it or not, we negotiate every day. Teenagers negotiate with their parents to borrow the car on Friday n...+阅读

In negotiations, one's areas of expertise are not only defined by his mastery of the art of the process but his mastery of the issues being negotiated. You cannot expect to negotiate an outstanding real estate transaction unless you are well versed in the economic, cyclical nature, demographic, and geographic aspects of the specific real estate segment you are considering.Negotiating is not just the process of bartering. It involves creating value from ideas and altering wants and needs to achieve an accord that is pelling enough to get both of the parties to agree. A negotiator cannot achieve this without being well informed of the subject matter.A mediator, on the other hand, needs a working knowledge of the subject matter but need not be an expert in the field. His or her role is to bring structure to the settlement discussions and help fe a viable solution. Mediators are not creating value for their own accounts. They are seeking to introduce enough oidance value so the parties can agree to settle for less than they feel they are entitled to in order to oid the risk of losing more before a judge or jury.A negotiator's ability stems from his or her knowledge of the collateral being discussed. The ability to negotiate is a hidden asset skilled negotiators possess. Frequently, they hide this attribute by feigning limited experience or lack of knowledge in handling such matters to put the other person at ease. This also may give the other person a false sense of superiority.