Being a Good Negotiator: Reading Your Opponent

The ability to see the situation as your opponents see it, as difficult as it may be, is one of the most important skills that you can possess as a negotiator. You must know more than simply that they see things differently. It is not enough to study them like beetles under a microscope; you need to know what it feels like to be a beetle. To accomplish this you should be prepared to withhold judgment as you “try on” their views. Your opponents may well believe that their views are right as strongly as you believe yours are.