The blog

By Michel Ghazal 

Contrary to certain prejudices, you are not born a good negotiator, you become one. It's an expertise that you can learn and develop, day after day, by practising it in every situation of your professional life.

In this 2nd video, Michel Ghazal talks about formal preparation: while you should always be ready to negotiate, you should never negotiate without being ready. While many negotiators know that preparation is one of the keys to success, it's not clear that they know exactly what preparation entails. The risk then is that they will block rather than facilitate their negotiations.