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Established in 1804, Ohio University is the oldest public institution of higher learning in the state of Ohio and the first in the Northwest Territory.

Improving Negotiation Skills: Rules for Master Negotiators

What sets the Master Negotiator apart? Why do we consider him a master? What does he know that the rest of us do not? What can we learn from him? My purpose is to address these questions and to provide some answers. My hope is that, if we can observe how the masters do it, the rest of us will improve by following their examples. In trying to formulate a picture of the Master Negotiator I have surveyed the current literature on the subject and added my opinions based upon my own anecdotal research. I have concluded that Master Negotiators follow certain rules that novices do not understand or that they do not implement. I have attempted to state these rules and discuss their corollaries.

Improving Your Negotiating Skills: Tips learned in the Trenches

Most people negotiate using a zero sum process. They look at what they want, raise that 10 or 15 percent, and then engage is a series of compromises to get to a result. The effort is on the position they take, and getting as much of that position for themselves as possible. Their mission is not to get a satisfactory deal for both parties. It is to win. Many call that, "being a tough negotiator." It is extremely stressful.