Negotiation is a situation where two or more people meet to achieve an arrangement of divergent interests or a mutual agreement, in which several alternatives are given and the most convenient one must be chosen, that is, the one that suits both parties. Therefore, a good negotiator must have a series of skills that allows him to achieve his objectives in an effective way.
Below we list a series of characteristics that every good negotiator must have:
- Organization and Planning
Before entering a negotiation meeting, the expert negotiator must prepare for it, determining the objectives to be achieved and the alternatives to the established goals. Likewise, the negotiator must have knowledge of the history that exists between the parties in relation to the negotiations that they have carried out previously, in order to find areas of common agreement and objectives. It is important to remember that in most cases, the success of the negotiations will depend largely on how the expert negotiator has prepared to carry them out.
A good negotiator must be skilled in identifying the issues to be negotiated, the importance of each of them, determining what his strategy and tactics will be in communication and, he must argue his position in the best possible way, being persuasive when it is considered necessary. Effective negotiators must have the necessary skills for teamwork and foster a collaborative environment during negotiations.
- Stay calm
It is necessary for the negotiator to have the necessary capacity not to lose patience at certain moments of the negotiation. Being calm and patient are not easy qualities to practice, especially at a time when something important is being negotiated and it is not possible to reach an agreement with the other party. It is important that the negotiator listens to the other party, that is, that he is a good listener and that he allows others to speak in this way. Likewise, the negotiator must be a good communicator, expressing his point of view clearly so that fluid communication occurs and, thus, avoiding misunderstandings.
- Be flexible
A good negotiator must be flexible, that is, they must have the ability to change their negotiation strategies and tactics during the negotiation and must make concessions, if necessary, to reach an agreement with the other party. We must bear in mind that a negotiation is not a simple process and although the negotiator is prepared for it, issues that had not been planned can arise during the process. Therefore, the negotiator must be prepared to adjust his course and must be able to deal with any new situations or demands that arise during the process.
- Treat others with respect
It is key that the negotiator always treats the people who are part of the negotiation process with respect. You must understand their positions and nothing should be taken personally since in a negotiation each party will try to express their points of view and their needs to achieve their objectives.
It is very important that the negotiator trust himself and the objectives that he has set out to achieve, he should not be impressed by the other party, nor should he feel intimidated if his opponent has a rude or aggressive attitude. You must keep the negotiation calm and confident throughout the process, which will help the other party to appreciate your professionalism when negotiating.
AND YOU, WHAT CHARACTERISTICS DO YOU THINK A GOOD NEGOTIATOR SHOULD HAVE?