When underconfident negotiators engage in behaviors like making hesitant requests, settling too quickly, or missing advantageous trade-offs, they limit their own success ' and their potential to improve. Leaders can help team members develop advanced skills for the negotiating table and, in the process, grow their confidence. Follow three approaches for improving negotiation skills, and learn the five questions everyone should be able to answer before launching a negotiation. Anxiety and low confidence are two of the most common feelings people experience during negotiations ' just the thought of negotiating can send many people spinning. These reactions can cause people to preemptively throw in the towel and engage in behaviors that end up being self-sabotaging, including making lower first offers, responding too quickly to offers, and settling for too little, research shows. A lack of negotiation skills means missed chances and missteps, both for the individual and their company....
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