What do you need to be a Smart Negotiator ?
To be a smart negotiator you need both emotional and cognitive intelligence (Smithey Fulmer, I. and Barry, B. (2004), International Journal of Conflict Management).
Emotional intelligence is about understanding and managing your own emotions and the emotions of others in using informations to produce satisfying results for all parties.
Whereas cognitive intelligence is about intellectual abilities such as logic, reason, reading, writing, analyzing.
A smart negotiator will be able to combine cognitive and emotional intelligence and use it together in negotiations.
If you can combine these two intelligences with extensive experience in negotiations, you will have become an expert negotiator.
Social skills and experience are likely to let us know how to use tactics in negotiations.