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STEFAN AARNIO

56

1.) Personality

2.) Knowledge of human nature

3.) Ability to organize information

The ten commandments as I have written them, can be broken down into those three desirable traits. Of the ten, all of the commandments can be classified into personality commandments, human nature commandments, or ability to organize information commandments. Most books on negotiation are very long and very technical with multiple charts, lists, data, matrices, and so on to make the study of negotiation more complex than it needs to be. If you can obey the ten commandments of negotiation as they are laid out as guideposts toward your negotiation goals, you will be successful more times than not in any negotiation. Conversely, should you fail in a negotiation and not get what you want, it is very likely that you have violated one or more of the commandments to cause the negotiation to fail.