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plan responses. Take your time to respond; silence can be a powerful
negotiating tool. Determine the logical conclusion of an idea and
evaluate the possible reactions. Be concise and get to the point without
being blunt. Emphasize your main point often, and focus on the benefit

to the other party.
Understanding Negotiating Skills
Successful negotiation requires accepting the other person despite

differences in values, beliefs, education, ethnicity, or perspective. It
allows you to consider an issue from all sides and to promote
understanding and interest in the other person without agreeing with his
point of view. Negotiation is a matter of choosing a solution to which no

one has an objection, so keep your personal goals from interfering with
the overall shared goals.

Listening Skills
Listen attentively to enhance creative solutions for problem-
solving. The psychological benefit of being a good listener is that the
person to whom you are listening tends to be more cooperative and

understanding in reaching a solution to the problem. The ability to listen
well will help you evaluate and analyze the situation. Because everyone
wants to be heard and to be understood, you can often effectively diffuse

a situation and have a desirable outcome.

ASSIGNMENTS
1. Why should negotiators need to express themselves clearly and

concisely?
2. What does non-verbal communication include?
3. What does oral communication skills include?

4. What is the difference between oral and non-verbal communication?
5. Why is non-verbal communication so widely used in negotiation
process?
6. Comment the following statement: “Successful negotiation requires

accepting the other person despite differences in values, beliefs,
education, ethnicity, or perspective.”
7. Why are listening skills so important?

8. What is the psychological benefit of being a good listener?
9. Which negotiation skills are the most important for you? You may
use the figure given below.