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The professional negotiator isn’t distinguished so much by skills or experience, but first and foremost by the ability to fully use his or her personal qualities and impact on others for the benefit of a successful negotiation. The important issues of being a professional negotiator are:
dealing effectively with stressful situations and people coming “too close for comfort” self-knowledge and self-insight being genuine and consistent in bringing one’s own personality into the action maintaining (even under pressure) meta level awareness, requiring a basic attitude of self-respect and respect for others, both on the interpersonal level and on the level of the interests involved.
Together with Jort Kooijman, haptonomist, Herman Ilgen organizes intensive training sessions that take participants beyond the usual level of training in negotiating skills. The training contains elements regarding the three levels playing a role in communication and negotiating processes:
Mental/Rational
Physical
Emotional
This gives the training an intense and sometimes confronting nature. However, every participant is enabled to always establish his or her personal limits. A large diversity in exercises and working formulas will be used to involve all of these levels.
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