Negotiating is a process of communication between two or more parties to reach an agreement on future behavior—like when you’re purchasing a small business, leasing an office, hiring an employee, selling a product, or trying to get a two-year-old to take one more bite of peas.
Let’s look at the two key words in that definition: process and communication.
Conducting a negotiation is more like running a marathon than a sprint—it takes time and involves multiple steps. By accepting this reality you’ll set yourself up to be more patient and, therefore, more effective.
Remember, your impatience with the process is the other party’s best leverage. Good negotiators practice patience.