Carl Militello: How to Be a Successful Negotiator

Carl Militello has more than 30 years’ experience as an administrator in New York school systems. Most recently, Carl Militello served as superintendent of the Niagara Wheatfield Central School District in Niagara Wheatfield, New York. As with most things in life, one must learn the art of negotiation in order to achieve success and get what one wants. Carl Militello has had to utilize his negotiating skills in order to foster change, creativity, and cooperation throughout his career as an educational administrator. Here he shares a few tips on how to negotiate well.

Be a good listener. The most successful negotiators are those who have the ability to listen. A good rule to follow is the 70/30 rule: listen to your counterpart 70 percent of the time while only talking 30 percent of the time. If you ask open-ended questions, the other negotiator will impart some very important information.

Take your time. When negotiating, patience is key. The more you rush, the more likely you are to make mistakes.

Aim high. By aiming higher and asking for more, you will more likely get more. Most people who aim high usually achieve better results than those who aim low and expect less.