Q & A Table of Contents
Negotiators' Strengths and Weaknesses
From: A Negotiator -- Porvoo, Finland
Question: I would like to ask you the following question: as I am
negotiator what would be my weakness and strength?
Response: Since I know nothing about you, I cannot give a direct answer to
your question about your own strengths as a negotiator. However, in
general, measuring a negotiator's strengths and weaknesses can involve a
multiplicity of elements, but the most important are the following:
1. A negotiator's relative strength is determined by the quality and extent
of his/her preparation. The better you understand your interests (why you
want what you want); and the better you understand the interests of other
parties (why they want what they want), the greater the chance you will be
able to reach an elegant solution which leaves the parties feeling as if
each has achieved the major portion of their goals.
2. A negotiator's relative strength can be measured by whether people walk
away thinking they would be pleased to negotiate again with him/her. If
people leave a negotiation with you thinking they never want to see you
again, then you are a poor negotiator.
3. A negotiator needs to understand that different issues should be treated
as having different priorities in different negotiations. Sometimes the
relationship is most important; other times creativity is the measure of
how well one negotiates; and it is always true that good communication is a
fundamental measure of a negotiator's strength. A good negotiator makes
her/his points clearly understood by other parties. A better negotiator
makes understanding other parties her/his top priority.
Good luck and good negotiating,