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While the book does not provide specific examples of companies, it is common for successful businesses to foster these characteristics in their negotiation practices. Companies like Google, Apple, and Microsoft, known for their negotiation prowess, likely emphasize preparation, high expectations, active listening, and personal integrity in their negotiation training. However, it's important to note that the implementation of these characteristics can vary based on the company's culture and negotiation scenarios.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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In addition, the actions that really matter when it comes to negotiation success have nothing to do with personality. Social science studies that cover negotiation have found that these four characteristics correlate highly with the top negotiators: "a willingness to prepare," "high expectations," "the patience to listen" and "a commitment to personal integrity." Fostering these habits will prove more fruitful than trying to change innate tendencies.
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