We are definitely not born as negotiators, and negotiating is
not something we do naturally.
Fewer than 20% can clearly identify the key
characteristic of negotiating!
Humans are born totally dependent, demanding and needy. We are
definitely not born as negotiators, and negotiating is not
something we do naturally. Good negotiators are made, and
negotiation is a learned skill. But who do we learn from?
Matt Lohmeyer, Program Director of AGSM's Developing
Effective Negotiation Skills program, is an expert in the
field.
"I've been working with teams of executives for eight
years, and I routinely ask people to define what they mean by
negotiating", he says with a wry smile. "Fewer than 20%
can clearly identify the key characteristic of negotiating! And
these are people who, in their organisations, are negotiating
serious deals."
