Which practice would a good negotiator be least likely to use?

A proficient negotiator aims to build rapport and establish a constructive dialogue. Making an immediate counter offer can disrupt this process; it often pushes the other party into a defensive position, potentially causing misunderstandings or conflict.

Building on common ground is essential for fostering cooperation, as it creates a foundation for mutual interest. Focusing on problems, rather than personalities, helps keep discussions objective and productive, avoiding personal conflicts that could derail the negotiation. Additionally, making the other party feel comfortable is crucial for encouraging open communication and collaboration, which can lead to more effective resolutions.

Therefore, opting for a more measured and collaborative approach facilitates negotiation and can yield better outcomes than quickly countering an offer.