It is first easier to realize the characteristics of bad negotiators: These people hate rejection, they take it personally. Due to their concerns, they therefore choose either defensive or too soft tactics. In addition, they do not allow the other party to vent their feelings, which is often the key to understanding their problems and finding an acceptable solution for both. Bad negotiators miss this sort of signals, because they cannot listen.
On the contrary, good negotiators have the following common traits:
- They are well prepared. They know that the better informed party is in a better position to emerge from the negotiations successfully.
- They are patient. Most concessions are made in the final stage of negotiations. Patience is in place, it is necessary to start acting at the right moment.
- They know that no deadline is absolutely fixed. Deadlines can move, change, or be cancelled. If a deadline should be met in a hurry, it makes sense to simply propose a change.
- They have a good knowledge. People with specific professional expertise have a great advantage when negotiating.
- They have a character. Without exception, they do what they say. If they agree on something with the other party, they will not try to change it later.
-th-