W: Mr. Green, What do you think makes a successful negotiator?
M: Well, it does hard to define, but I think successful negotiators have several things in common. They are always polite and rational people. They are firm, but flexible. They can recognize power and know how to use it. They are sensitive to the dynamics of the negotiation, the way it raises and falls, and how it may change direction. They project the image of confidence, and perhaps most importantly, they know when to stop.
W: And what about an unsuccessful negotiator?
M: Well, this probably all of us when we start out. We are probably immature and over-trusting, too emotional or aggressive. We are unsure of ourselves and want to be liked by everyone. Good negotiators learn fast. Poor negotiators remain like that and go on losing negotiations.
W: In your opinion, can the skills of negotiation be taught?
M: Well, you can teach someone how to prepare for negotiation. There perhaps six stages in every negotiation, get to know the other side, state your goals, start the process, clarify areas of disagreement or conflict, reassess your position, making acceptable compromise, and finally reach some agreements in principle. These stages can be studied, and strategies to be used in each can be planned beforehand. But I think the really successful negotiator is probably born with the sixth sense about responding appropriately to the situation at hand.
W: The artistic sense you've just described?
M: Yes, that's right.
Questions 12 to 15 are based on the conversation you have just heard.
Question 12. What's the man say about good negotiators?
Question 13. What does the man say maybe the most important thing to a successful negotiator?
Question 14. How is a good negotiator different from a poor one?
Question 15. What's the first stage of a negotiation according to the man?