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)