What is a good negotiator?

• A. An aggressive negotiator
• B. A reflective negotiator
• C. A passive negotiator
• D. A combative negotiator

Answer: (B)

In negotiation, being thoughtful and attentive to both sides' interests is what makes a negotiator effective. A good negotiator is reflective: they listen carefully, analyze what the other party truly wants beyond bold positions, and consider the options before replying. This patience and preparatory thinking help uncover concessions that satisfy both sides, preserve relationships, and avoid impulsive moves that can derail an deal. A reflective approach also allows for asking clarifying questions, reframing proposals, and offering multiple solutions, which is especially valuable in complex entertainment contracts where terms like rights, scope, and timelines must be balanced.

By contrast, an aggressive negotiator pushes to win at all costs, which can shut down open communication and harm long-term collaboration. A passive negotiator yields too much, often leaving favorable terms on the table. A combative negotiator escalates conflict, creating hostility and harming future opportunities.