What Makes A Good Negotiator?

Revocation Of Power Of Attorney - What Makes A Good Negotiator?

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What are the traits of an effective negotiator? Do attorneys, politicians, realtors, car salesmen, or other professions automatically make a person a good negotiator? Not necessarily. Do positive professions receive specific negotiation training? Not always. Listen to what attorney and author Leo Reilly had to say about negotiation training in his book, How to Out Negotiate whatever (Even a Car Dealer), "I negotiated the mergers of businesses, the dissolution of partnerships, and how much audited taxpayers would pay to the Irs. And, like practically every lawyer or businessperson I have ever met, I did this with no formal instruction on how to negotiate." Reilly goes on to say, "Negotiating is a basal firm skill, yet most of us are ignorant of how to deal with the most basic negotiations."

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This brings us back to the question, "What makes a good negotiator?" The truth is you will find negotiators in all shapes and sizes. Negotiators will use separate strategies, tactics, and traits to successfully negotiate varied conflicts, deals, purchases, and whatever else negotiable. There is no one size fits all. In fact, you may find successful negotiators that abhor other successful negotiators' practices. While both may be successful, they may use wholly separate styles, strategies, and tactics to get the job done.

We are still left with the first question. To provide an acknowledge and provide something that we can all advantage from concerning our own negotiation styles and practices, I looked to three concept polls that Chester L. Karrass wrote about in his book "The Negotiating Game." These polls looked at attorneys, accountants, sell buyers and real-estate brokers to see how they viewed negotiations. Additionally, the literature of diplomacy, firm and communal bargaining was probed for a deeper understanding into the personality makeup of successful men and women in general. Karrass writes that as a result of the studies, the quality to portion bargaining skill objectively and to understand how the attitudes of these varied pro groups differ with respect to the qualities needful for a first-rate negotiator was now available.

Nearly five hundred negotiators took part in the survey, and it not surprising that there were needful differences between the answers of the varied groups. Market negotiators, such as salespeople, engineers, buyers and contract-management people differed in their responses compared to Market negotiators such as attorneys, accountants, real-estate brokers and retail-clothing buyers. As a group, those in Market activities placed greater emphasis on analytical ability, self-esteem, and patience. Attorneys and accountants see negotiation as a problem-solving affair rather than as a quest for reaching objectives. No other professions surveyed were so emphatic on these points.

Karrass reports that this study provides two clear lessons: 1) the variation in concept between varied professionals is significant, and 2) when members of separate professions sustain one another at the bargaining table they are likely to view negotiations traits in diverse ways. We are now back where we started; acknowledging that there are many ways to negotiate and successful negotiators come in all shapes and sizes and possess varied traits.

However, the professionals that were surveyed, and who should know the most about negotiation, collectively believe that the following seven traits are most important:

1. Planning Skill

2. quality to think clearly under stress

3. Normal practical intelligence

4. Verbal ability

5. Goods knowledge

6. Personal integrity

7. quality to perceive and exploit power

This is not a bad list. I'm sure we can all agree that these traits are foremost during negotiations. Are they the be all and end all of negotiation? No. Are there other traits we can fabricate to enhance our negotiation success? Certainly. The list does give us a good start in answering our interrogate of what makes a good negotiator. It would advantage whatever who wanted to enhance their negotiation skills to critique these traits within themselves and work toward developing these traits to their maximum potential.

Besides the list above, I think it would be useful to seek all the traits and how they were ranked by attorneys in the survey. The following is pulled from the Appendix of "The Negotiating Game." The traits are ranked from top point to lowest among each group.

Task-Performance Group

Planning

Problem-solving

Product Knowledge

Initiative

Reliability

Goal-striving

Stamina

Aggression Group

Power exploitation

Persistence

Team leadership

Competitiveness

Courage

Risk-taking

Defensiveness

Social Group

Personal integrity

Open-mindedness

Tact

Patience

Personal attractiveness

Trust

Compromising

Appearance

Communication Group

Verbal clarity

Listening

Warm rapport

Coordinating

Debating

Role-playing

Nonverbal

Self-Worth Group

Gain opponent's respect

Self-esteem

Self-control

Ethical standard

Personal dignity

Risk being disliked

Gain boss's respect

Organizational rank

Thought Group

Clear mental under stress

Analytical ability

Insight

General practical intelligence

Decisiveness

Negotiating experience

Broad perspective

Education

There you have it. separate groups of traits that are foremost to negotiations, and how surveyed attorneys ranked the traits when asked, "what makes a good negotiator?" We may never have a definitive acknowledge to the question, but I can warrant that whatever who focuses on improving the traits listed above will not only become a better negotiator and attorney, but a better person and member of society, and I think we can all agree that would be a worthy goal.

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