Characteristics of a Good Negotiator

To be a good negotiator, one must possess certain characteristics.  As we have seen in the movies, a hostage negotiator acts in a certain way to free the hostages and resolve the situation.  You must too, act in a certain way to increase your odds for a successful negotiation.

Good Characteristics of a Negotiator

Good Listener:  Negotiators need to be able to listen to others, more than they need to listen to themselves talk.

Show Respect:  Nothing can be more offensive than someone that doesn't show respect to others.  Even when dealing in high-stakes negotiation always remember to show respect - and keep your cool.

Establish a Good Relationship:  While you don't have to be friends with the other party, you need to be able to keep in good standing with them.  Having mutual "good feelings" towards each other can increase the success rate for the negotiation.

Resolve Conflict:  If and when problems arise, a good negotiatior can help resolve any issues.  Overcoming these conflicts can pave the way for smoother sailing throughout the negotiation.

Ready to Compromise:  Most negotiations end in each side making some sort of concession.  These compromises are essential from preventing a negotiation from ending without resolution. 

Have Clear Objectives:   As a good negotiator, you should have a goal in mind.  And you should also be prepared in case you do not meet your goal.  Do you have a back-up plan?  Do you have BANTA?

Generally, a good negotiator needs to be fair in attempting to obtain the best possible outcome from the negotiations.