How to become a first class negotiator

Published in Real Business

The word "negotiation" evokes connotations of difficulty. We assume that negotiations are difficult and require a special innate talent, or that negotiators are always abrasive and robust. Indeed, successful statesmen and entrepreneurs are frequently characterised as tough negotiators – regardless of whether there is any evidence of their resilience, subtlety and skill; rather than mere bullying.

But genuinely skilled negotiators don't need to be bullies. David Freedman, of Huthwaite International, lays out some simple rules and tactics...