Anyone can be a great negotiator, I told them, and in fact it often pays to be quiet and gracious, to listen more than talk, and to have an instinct for harmony rather than conflict. With this style, you can take aggressive positions without inflaming your counterpart’s ego. And by listening, you can learn what’s truly motivating the person you’re negotiating with and come up with creative solutions that satisfy both parties.
-Susan Cain
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