Q & A Table of Contents
Strengths And Weaknesses Of A Good Negotiator
From: Lolade, Lagos, Nigeria
Question: I would want to know the qualities expected of me as a good negotiator so that I will be able to identify my strengths and weaknesses.
Response: Rather than giving you a long and detailed answer to your short question, here is a short list of several abilities one tends to find in good negotiators. You can figure out which of these qualities apply to you.
Comprehending who the stakeholders are in a negotiation and
what their interests are
Asking good questions that yield useful information and convey
a respect for other negotiators
Understanding that negotiating is not a competitive sport
Being able to distinguish between interests and positions
Knowing when to keep your mouth shut and your ears open
Recognizing that a negotiation is only successful if the parties reach an agreement each will willingly fulfill
Controlling your emotions rather than letting your emotions control you
Preparing your strategy so you don’t shoot from the hip
Not saying anything that goes contrary to your interest
Remembering that fast answers can lead to long consequences
Having the capacity to understand your own priorities — and the open-mindedness to accept that other people’s different priorities may have equal legitimacy to your own
Realizing that each negotiation is different, but that the overall process is the same: using collaborative techniques to reach wise agreements
Using empathy to try to understand other parties’ points and objectives
Being able to tell the difference between interests and positions — and being able to move people from positional bargaining to interest-based negotiation processes.
Good luck,
Steve
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