Magazine article The CPA Journal

Improving Negotiation Skills

Magazine article The CPA Journal

Improving Negotiation Skills

Article excerpt

Although negotiation is a basic skill, practiced almost daily in all walks of life, very few have studied it. Last year, the CityBar Center for Continuing Legal Education and ALI-ABA sponsored a program, "Negotiation: Bargaining for Better Results," conducted by Charles B. Graver, a professor of law at George Washington University Law School.

Craver's insights included: "You don't get what you deserve, you get what you negotiate for"; 'The negotiator who has the most confidence usually perseveres"; and "If you are an impatient negotiator, you will not do as well as you could otherwise." His tips to improve negotiation skills include the following:

* To be a good negotiator, you have to work at it.

* If you are willing to walk away, you usually make a good deal.

* When you negotiate, you need to know when to start, when to stop, and your bottom line.

* Charge for things the other party wants even if they do not matter to you. …

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