Negotiation is just a fancy word for problem solving.
Doing it well, though, requires special skills.
Each of us tackle and solve simple problems all day, every day. But to resolve complex problems, a special "quarterback" is needed. A negotiator, adept at overcoming resistance and obstacles, is a key member of any winning team.
A great negotiator is patient, yet quick to identify the parties' real needs and wants. She quickly grasps the personalities - whether corporate or individual - and proposes creative settlements that appeal to the personalities involved. She achieves common ground with dispatch, and does not permit emotions to derail consensus on tougher issues. A great negotiator does not countenance failure, and recognizes that humor is key to success. 
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