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21st Century Soft Skills: negociation

9/10 – Negotiation skills

We continue our series on the 10 essential soft skills in business according to the World Economic Forum.

Mathilde HELIES, a member of our scientific committee, gives us her definition: “Negotiating implies first of all the intention to cooperate, to find a point of balance. A talented negotiator combines relational, emotional and situational skills. Relational skills because a negotiation is first and foremost a human encounter, the quality of which is based on assertiveness and active listening. The attention one pays to the other is key, for example, by taking into consideration his or her non-verbal reactions. Good emotional skills are also important, because good negotiation requires a reciprocal sharing of emotions. Staying in control of our emotions while being attentive to those of the other person is fundamental. To perceive the evolution of the other person’s emotional state, contributes to their regulation and protects us from a situation of blockage or even rupture in the exchange. Finally, situational skills because the richness of an encounter is also its unpredictability. New data and constraints lead us to adjust and adapt constantly, which is also the charm of negotiation!”.