I just came across interesting negotiation tips in the preview for Quiet by Susan Cain. This is specifically directed at introverts who may have underestimated their abilities in this area. Here's an excerpt from a story about a junior lawyer sitting at a negotiation table and freezing...
"Then she'd remembered what I'd told her again and again: she was an introvert, and as such she had unique powers in negotiation - perhaps less obvious but no less formidable. She'd probably prepared more than everyone else. She had a quiet but firm speaking style. She rarely spoke without thinking. Being mild-mannered, she could take strong, even aggressive, positions while coming across as perfectly reasonable. And she tended to ask questions - lots of them -and actually listen to the answers, which no matter what your personality, is crucial to strong negotiation."
Fascinating! I think I'll have to read the book now!
President, Bekhor Management