What it takes to be a good negotiator
Who can be the quarterback in such a process? Obviously not every one makes a good negotiator. When looking at the planning and process requirements for win/win negotiation (see related story, p. 148), the characteristics for a good negotiator may not be what you would assume.
Good negotiators:
o listen well and hear what people are really saying (perhaps behind their words)
o think well on their feet
o can formulate creative solutions and draw on options not previously on the table
o want not only to do a business deal for today, but build a lasting partnership
o know when to be generous and when to confront
o behave respectfully
o stay on task with the issue at hand
o have their own emotions well in control (e.g. no "hot buttons" that will ignite and potentially disrupt the proces)
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