Solicitors are required in many situations to be good negotiators. Good negotiation results in a solution that both parties are happy with, even if they have to compromise somewhat on their initial expectations. Negotiating well can be broken down into four steps.

1. Tips for Being a
GoodNegotiatorb y D r E d g a r P a l t z e r

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Tips for Being a
Good Negotiator
Tips for Being a
Good Negotiator
Solicitors are required in many
situations to be good negotia-
tors. Good negotiation results
in a solution that both parties
are happy with, even if they
have to compromise somewhat
on their initial expectations.
Negotiating well can be broken
down into four steps.
Discover Needs
The first step to successful ne-
gotiating is discovering and fu-
lly understanding the feelings
of the other party and what
they feel they need. This can
be achieved by asking lots of
open questions and listening
carefully and considerately
to the answers. Summarizing
loudly the answers shows that
you have listened and unders-
tood the other party’s feelings.
Make a Proposal
The next step involves outli-
ning a proposal and demons-
trating how it meets the needs
of both parties involved.
Close the Gap
There will inevitably be a gap
between the needs of the
opposite party and the propo-
sal. Therefore, the next step
is working out how to close
BUSINESS

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Being aware of how people
react to certain behaviours and
propositions makes it easier to
change those that don’t work
during the next negotiation.
this gap as much as possible
through compromise. There is
a saying that a compromise is
only good when both parties
are unhappy. This means that
both parties have actually
given in to some part of the
other side’s demands.
Mindfulness
Mindfulness is needed for
anyone who wishes to improve
their negotiating skills. Being
aware of how people react
to certain behaviours and
propositions makes it easier to
change those that don’t work
during the next negotiation.

4. By visiting the blog of Dr
Edgar Paltzer, you can
learn more about conflict
negotiation strategies for
value-based disputes.