The average person needs about 800 hours of training to become an effective, natural negotiator. Negotiation techniques are an art and can be an efficient tool for achieving one’s goals. But which techniques work best, what role do gestures play, and when is it time to simply say “no?” Universia Knowledge@Wharton spoke with Javier Martinez Rodrigo, author of The Road of Negotiation, about negotiation strategies and some of the most common mistakes people make. His book is published by LearningMedia.
Universia Knowledge@Wharton: Is a business agreement the result of a thinking process or is it the result of the inborn talent of a business person who has the skill to improvise?
Javier Martínez Rodrigo: From what I’ve seen in my years of experience coaching and training professionals, both in sales and as a manager, I am convinced that “negotiators are not born; they are made.” Clearly, there are some people who seem to have been born for that. The innate talent of a salesman who is capable of improvising, for example, can save situations where negotiators have been exhausted or stymied.
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