If you want to know the qualities of an effective negotiator, you should pay attention to three things: personality traits, appearance and knowledge. A person sitting at the negotiating table should not only be able to use negotiation techniques, but should also be able to dress appropriately to emphasize their professionalism. The image we create by dressing, speaking or behaving affects whether we will be considered a trustworthy, truthful and reliable contractor. If we are judged in this way by our opponent, we have already paved the way to success. All that remains for us is to skillfully play the negotiations.

An effective negotiator should have knowledge and competence and extensive experience in conducting negotiation talks. It is difficult to imagine that a person who is to take part in determining the essential terms of the contract does not know how to convince the opponent to agree to the proposed solution.

The negotiator should have knowledge of:

• the process of conducting negotiations,
• preparation for negotiation talks,
• negotiation techniques,
• the manner in which concessions are made,
• the opponent’s offer,
• competitors’ proposals,
• the way of communicating,
• persuasive tactics,
• non-verbal behavior.

The negotiator must know how he should behave in a given situation. Knowledge of business etiquette is therefore required. If the negotiations take place with representatives of another nationality, e.g. with the Japanese, the people taking part in the talks should familiarize themselves with the customs, traditions and patterns of behavior prevailing in Japanese culture.

The appearance emphasizes the qualities of an effective negotiator. Shaping your own image is important. The way of dressing and hairstyle can make it easier or more difficult to conduct conversations. Imagine that you are discussing an important issue of a contract with a woman who has a very large neckline. If you are a man, then you will certainly have trouble concentrating on the point in question. In turn, if your opponent dresses in an elegant suit, and his hair is arranged in the most fashionable hairstyle of the season, you will think that you are dealing with a professional. You will not question his words and you will agree to a few of his positions, for you will think that such a negotiator is certainly right.

When analyzing the profile of an effective negotiator, it is also necessary to mention the personality traits that he should have. The literature usually emphasizes that those conducting negotiations should:

• have a moderate approach to risk – not be risk-takers, but also not be afraid of making unsafe decisions,
• be patient, reliable and accurate,
• be able to listen to the other person,
• set ambitious but achievable goals,
• strive to achieve their goals,
• think creatively and analytically,
• quickly adapt to the new situation,
• be able to cooperate in a team,
• cope with stress,
• have the ability to organize working time,
• easy to establish interpersonal contacts,
• be characterized by a mature personality.

Source: https://poradnikprzedsiebiorcy.pl/-cechy-skutecznego-negocjatora

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.