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Good negotiators are both good listeners and good communicators, open-minded to new options, comfortable and focused. Negotiators know what the party they represent wants and are interested in understanding the needs of the other party. Negotiation is not the same as conflict. With proper negotiation, you have to know that neither party is looking to take advantage of you. Negotiation is not about getting what you want at the expense of the other party's happiness or the other party thinking that of you.
Masterful negotiators know how to put on the table the interests of the party they represent and how to reach those goals, often beyond just the price. They know when they should, and should not, mention that they have alternative options. A good negotiator should understand their party's bottom line that would be acceptable before walking away from a negotiation. If a negotiation can be reached, what are the other options. Understanding this and the other party's has a significant influence on what happens in the negotation.
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