Worksheet 36. Attitudes and Behaviors of People Who Are Good Negotiators

When there are conflicts in front of you, use this worksheet to assess the attitudes and behaviors for negotiation to succeed. Check the boxes for attitudes that you observe. And for attitudes you do not observe, what can be improved?

Helpful Attitudes and Behaviors	Explanation
The people in the conflict try to preserve a positive relationship with the other side.	In most cases, your long-term relationship is worth more than your immediate issue.
The people in the conflict are good listeners. They force themselves to seek and understand the other side's viewpoint, even when that viewpoint is contrary to their own.	You improve your arguments by paying careful attention to the challenges of your opponents. This promotes discipline and organization so that you will not miss key points.
The people in the conflict are constantly looking for opportunities to cooperate.	People who want to continue conflicts can always find ways to do so. It is far more challenging to create opportunities for agreement.
The people in the conflict seek the most favorable times and places to communicate.	You cannot settle conflicts in an uncomfortable setting, or where one side has a clear advantage.
The people in the conflict show a large amount of respect for their opponents.	The "other side" is a valued resource, and you use it to increase your information and to refine your arguments.
The people in the conflict encourage a free flow of diverse ideas, especially during their preparations.	This increases the number and diversity of available options.
The people in the conflict are not afraid to consider that their ideas and positions may be wrong.	This helps you stay realistic, flexible, and ready to redefine arguments in revised terms.

What Can Be Improved About Attitudes and Behaviors So That Negotiations Can Succeed? ............................................................................................................................................................ ............................................................................................................................................................ ............................................................................................................................................................ ............................................................................................................................................................ ............................................................................................................................................................ ............................................................................................................................................................ ............................................................................................................................................................ ............................................................................................................................................................