What makes a good negotiator?



When you get stuck:


Traditionally, two sides in a negotiation will determine their positions and then attempt to achieve their targets. This can become a hostile process - leaving both sides feeling frustrated.

How can you prevent this happening? Perhaps you could experiment with some of the following:

Negotiation models

Useful skills in negotiation


Exchanging views and persuasion

"Testing the water"


The objective of the "exchanging views and persuasion" stage is to move your opponent towards your position. In order to achieve this you will need to demonstrate the strength and the advantages of your position as well as indicating the consequences of your opponent not meeting your concerns/demands.

It is important that you state your position clearly, usually at the start of the process otherwise your opponent will be reluctant to move from their position particularly if it is unclear what you are attempting to achieve. Don't be afraid to put forward proposals in order that you can exchange views. However, the proposals must be thought through during the preparation stage, don't shoot from the hip!


There are numerous tactics which you can use to move your opponent's position nearer to yours. Some of these are listed below:

Getting movement

This is the process of converting a willingness to move into actual negotiating.

Process Skills

Specific Tactics


Adjournments will play a large part in formal pay and conditions bargaining. Negotiations are unlikely to be a smooth process of give and take, but a series of adjournments where each side considers the other side's proposals. Adjournments may be necessary in the following circumstances:

Breakdown in Negotiating

How to negotiate effectively