What do you need to be a Smart Negotiator ?

Negotiating and Bargaining
Knowledge Center


Gandhi Heryanto
Management Consultant, Indonesia

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.


Jaap de Jonge
Editor, Netherlands

IQ, EI and Experience in Other Jobs

Thank you for your interesting topic Gandhi. I think indeed that if one can combine the 3 things (IQ... Sign up

Gandhi Heryanto
Management Consultant, Indonesia

Traits of Good Negotiators (and Other Jobs)

@Jaap de Jonge, it's true that the combination of IQ, EI and experience can accelerate you to succee... Sign up


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