Characteristics of a Good Negotiator
The following are some key features commonly found in successful businesses, and that we should acquire or develop if we want to become good negotiators and always achieve the best possible deal.
Is prepared well before negotiations
A good negotiator knows that much of a negotiation is won before sitting at the table and therefore always prepared well before negotiations.
Not only an analysis of himself (his goals in the negotiation, how is willing to accept, the arguments and negotiation tactics to be used, etc.).
But also collects and analyzes information from the other party (which is what it claims, what are their motivations, their alternatives, how to negotiate, their strengths and weaknesses, etc..).
Trust yourself
A good negotiator is confident in itself, as well as well known to negotiate, you have prepared well before negotiations.
I know that confidence will address difficult negotiations, but also knows that too much confidence can make you underestimate the other hand, and blinded him to danger.
And, therefore, a good negotiator is confident, yet is cautious (for example, discloses only the information that you know can not be used against you).
Also, a good negotiator is not only confidence, but also appears he knows that if the other party an insecurity on it (for example, fear of losing something), you might want to take advantage (for example, increase their claims or demands .)
No sample need
A good negotiator insecurity appear not only prevents but also avoid apparent need for something or to win the negotiation.
Known to show need, so that could amount to having a BATNA (best alternative to a negotiation) weak, could cause the other party wants to take advantage, and even to try that this necessity is even greater.
And not in need, constantly looking to improve your BATNA, and allows the other party know you are ready to withdraw from the negotiation if it requires too many compromises.
Control your emotions
A good negotiator always has full control of his emotions.
Not only controls his fear and need, but his ego or pride (for example, the negotiation does not take it personally and wants to win at all costs.)
But it’s also patient, target (ie, not influenced by partisan positions) and not be intimidated by threatening poses.
Recognizes the value of relationships
A good negotiator recognizes the value of maintaining good relations with the other party in the long term.
Know that good relationships will help to maximize its counterpart meet all its promises, and be more flexible in an upcoming negotiation.
And therefore, during and after negotiation, builds confidence, keeps its promises, is sincere and communicate the things that can not meet, admit mistakes, and was interested in the interests of the other party.
It is flexible
Finally, a good negotiator is flexible and, for example, change your style or your negotiating tactics during the process, or make concessions that they had provided to be done if necessary.
He knows that a negotiation is not a linear process, but it is always possible that new information becomes available road, new demands, new concessions, or new circumstances.
And, therefore, is always willing to adjust its course as it moves through the process of negotiation.
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