Every day we participate in negotiations. And a lot depends on their outcome. Therefore, it is so important, according to Eduard Trymbovetsky, to learn how to lead them competently. His book “Negotiations in a Minute. Express course of business communication” was published by Alpina PRO publishing house. Lifehacker publishes the third chapter.


An effective negotiator is a practitioner with an inquisitive mind. Based on the knowledge and experience gained, he independently deduces valid theorems for himself.

The theoretical knowledge that we receive from the school bench gives us an idea of ​​the surrounding reality, however, it often appears, so to speak, in a too neat, retouched form. In theory there are always idealistic examples of how it works in practice. After reading the book, we think that everything is clear and understandable. But, faced with a real situation, we understand that the world around us does not always perceive and recognize theoretical calculations.

The situation is similar with learning how to become an effective negotiator. When participating in negotiations, we try to apply our knowledge in practice and, as a result, we adjust the accumulated information to various situations and already independently deduce really valid “theorems” for ourselves.

Based on the experience gained in various negotiation situations, I have identified the following characteristics necessary for an effective negotiator.

Always know what’s going on around

We cannot effectively negotiate if we do not know or do not have information about the tasks and goals of our company. We must be attuned to the strategic goals that management sets, otherwise we will find ourselves in a situation where the right hand does not know what the left is doing.

A good negotiator is always up to date, he keeps abreast and follows the long-term goals and objectives of his company.

Prepare-prepare-prepare

A good negotiator can only be effective when he is ready to negotiate. We have to do our “homework”, i.e. do research before negotiating, otherwise our whole pursuit of success is doomed. We must have all the trump cards at the ready, all the available and relevant information in order to be able to use it at the right time. Going into a negotiation unprepared is like deliberately driving yourself into a corner.

study – try – study

An effective negotiator is able to search for information like a real detective. When we are in negotiations, as a rule, we do not have accurate information about the goals of the opposite side. Therefore, every time we sit down at the negotiating table, we must learn to extract information from what our partners are broadcasting in order to have an idea of ​​the situation from the point of view of their position. The more we learn about them, their deep motives and tasks, the more effectively we will be able to conduct the negotiation process for ourselves.

We should always know the best alternative to a negotiated agreement for ourselves (BATNA – Best Alternative to a Negotiated Agreement), but we also need to know as much as possible about the hidden subterfuges in the motivation of the other side.

See the big picture

It is important to be skillful and flexible, like a gymnast, in order to be able to navigate the changing course of the negotiation process. We cannot enter the game with a strictly fixed strategy, since the visibility of the entire field of play will be limited by this strategy. Flexibility in negotiation allows us to change the rules, as we may need to convey to negotiating partners the benefits of a particular agreement and the opportunities that we can mutually achieve. Thus, as we receive everything
more information from partners, we can change our tactics.

stay cool

A smart negotiator never takes what the other side says personally. We must always be out of the emotional field, determined to maintain our position and achieve our goals. This is not about questions or claims against any of the parties, it is about the effectiveness of the negotiations.

Know how to remove barriers

There are many obstacles that do not allow to bring the negotiations to the desired result. An effective negotiator is able to recognize a fly in the ointment in a barrel of honey and understand the cause of the problem that gets in the way of the negotiation. Once we recognize the stumbling block, we can overcome it. Many obstacles are the result of a cause-and-effect relationship, so once we know the nature of the problem we are facing, we can take action to neutralize it.

Know how to find allies

In the process of negotiations, our positions are not always strong. At first it may seem that there is no special need for this, but sometimes it may be necessary to strengthen your position, already at the negotiating table. This often happens in multilateral meetings. An effective negotiator knows that the strength is in the number of supporters, he can bring in new allies to create a coalition to strengthen his negotiating strategy.

Have an impeccable reputation

Every person you negotiate with has an idea of ​​you as a negotiator. If you create a negative image of a person with a dubious reputation, this perception and opinion will follow you everywhere in future negotiations. It is impossible to be effective in negotiations when the partner believes that they are trying to cheat him. Professional ethics and trust are vital to the reputation of effective negotiators.

What it takes to be successful in any negotiation

When to take a tough stance, and when to make concessions? What skills do you need to be an effective negotiator? How to fight back a manipulator? How to negotiate a price? How to reduce stress during communication? Can you lie and bluff? This book contains answers to help you improve your communication skills in all areas of life.

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