What are the traits of an effective negotiator? Do attorneys, politicians, realtors, car salesmen, or other professions automatically make a person a good negotiator? Not necessarily. Do certain professions receive specific negotiations training? Not always.
Listen to what attorney and author Leo Reilly had to say about negotiation training in his book, How to Out Negotiate Anyone (Even a Car Dealer), "I negotiated the mergers of businesses, the dissolution of partnerships, and how much audited taxpayers would pay to the IRS. And, like almost every lawyer or businessperson I have ever met, I did this with no formal instruction on how to negotiate." Reilly goes on to say, "Negotiating is a fundamental business skill, yet most of us are ignorant of how to handle the most basic negotiations training."
This brings us back to the question, "What makes a good negotiator?" The truth is you will find negotiators in all shapes and sizes. Negotiations training will include different strategies, tactics, and traits to successfully negotiate various conflicts, deals, purchases, and anything else negotiable. There is no one size fits all.
In fact, you may find successful negotiations training that other successful negotiators dont use. While both may be successful, they may use completely different styles, strategies, and tactics to get the job done.
We are still left with the initial question. To supply an answer and provide something that we can all benefit from regarding our own negotiation styles and practices, I looked to three opinion polls that Chester L. Karrass wrote about in his book "The Negotiating Game." These polls looked at attorneys, accountants, retail buyers and real-estate brokers to see how they viewed negotiations training.
Additionally, the literature of diplomacy, business and collective bargaining was probed for a deeper insight into the personality makeup of successful men and women in general. Karrass writes that as a result of the studies, the ability to measure negotiations training objectively and to understand how the attitudes of these various professional groups differ with respect to the qualities necessary for a first-rate negotiator was now available.
Nearly five hundred negotiators took part in the survey, and it not surprising that there were significant differences between the answers of the various groups. Industrial negotiators, such as salespeople, engineers, buyers and contract-management people differed in their responses compared to commercial negotiators such as attorneys, accountants, real-estate brokers and retail-clothing buyers.
As a group, those in negotiations training placed greater emphasis on analytical ability, self-esteem, and patience.
Attorneys and accountants see negotiations training as a problem-solving affair rather than as a quest for reaching objectives. No other professions surveyed were so emphatic on these points.
Karrass reports that this study provides two clear lessons: 1) the difference in opinion between various professionals is significant, and 2) when members of different professions assist one another at the bargaining table they are likely to view negotiations traits in diverse ways. We are now back where we started; acknowledging that there are many ways to negotiate and successful negotiations training comes in all shapes and sizes and possess various traits.
There you have it. Different groups of traits that are important to negotiations, and how surveyed attorneys ranked the traits when asked, "what makes good negotiations training?" We may never have a definitive answer to the question, but I can guarantee that anyone who focuses on improving the traits listed above will not only become a better negotiator and attorney, but a better person and member of society, and I think we can all agree that would be a worthy goal.