The human side of negotiation
Produced in partnership with Beth Pipe of Bellis Learning Solutions Ltd
The human side of negotiation

The following Practice Management guidance note Produced in partnership with Beth Pipe of Bellis Learning Solutions Ltd provides comprehensive and up to date legal information covering:

  • The human side of negotiation
  • The human element of negotiations
  • Understanding your own natural negotiation style
  • Responding to the natural style of others
  • Dodgy tricks and tactics and how to deal with them

When entering into any negotiation, be it a multimillion pound business deal or agreeing the office coffee rota, there are two main elements to consider: the structure and stages of the negotiation and the human aspect, ie emotions and negotiation style.

In this Practice Note we consider the second element:

  1. the human element of negotiations

  2. understanding your own natural negotiation style

  3. responding to the natural style of others

  4. dodgy tricks and tactics and how to deal with them

See Practice Note: The structure of a negotiation for guidance on the first element.

The human element of negotiations

When faced with a negotiation, we often experience a range of emotions, eg fear, excitement, anxiety, depending on how negotiations have gone for us in the past. A negotiation isn’t just about the structure, a skilled negotiator will also take into account the styles and natural attributes of whomever they are negotiating with, and adapt their tactics accordingly.

There is no such thing as the perfect negotiator, as different people bring different attributes to the table in different circumstances. Successful negotiators share a number of key characteristics:

Patient They recognise they may not get everything all in one sitting
Creative Always looking for different
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