What Makes A Good Negotiator? - 0 views

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  #1 Dirk Mitchell on 21 Apr 12

   

  To Ford, legal is true, among other undergrad business school areas, to help environmental protection laws and department of transportation protection laws. We are still left with the preliminary question. To supply a resolution and provide something that individuals can all benefit from regarding our own negotiation styles and tactics, I looked to three opinion polls that Chester M. Karrass wrote about in his book "The Negotiating Game. " These polls looked at attorneys, accountants, retail buyers and real-estate brokers to find how they viewed dialogue. 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 on account of the studies, the ability to assess bargaining skill objectively and to understand how the attitudes of these various professional groups differ based on the qualities necessary for a first-rate negotiator was now available.
  
  Nearly 500 negotiators took part in the survey, and it not surprising that there were significant differences relating to the answers of the several groups. Industrial negotiators, including salespeople, engineers, buyers and contract-management people differed in their responses compared to commercial negotiators like attorneys, accountants, real-estate agents and retail-clothing buyers. As a group, those in commercial activities placed greater emphasis on analytical ability, self-esteem, together with patience. Attorneys and accountants see negotiation being a problem-solving affair rather than as a quest for reaching targets. No other professions surveyed have been so emphatic on these kind of points.
  
  Karrass reports that the study provides two crystal clear lessons: 1) that difference in opinion concerning various professionals is significant, and 2) any time members of different professions assist one another at the bargaining table they are likely to view negotiations traits within diverse ways. We are now back where we started; acknowledging that there are many ways to negotiate and successful negotiators come in all shapes and sizes and possess various attributes.
  
  However, the dog pros that were surveyed, and who should know the most about negotiation, collectively believe that these seven traits are most important:
  
  1. Organizing Skill
  
  2. Ability to think definitely under stress
  
  3. General practical intelligence
  
  4. Verbal ability
  
  5. Product knowledge
  
  6. Personalized integrity
  
  7. Ability to perceive together with exploit power
  
  This is not a bad list. I'm sure we can all agree that these traits are usually essential during negotiations. Are they the be all and end each of negotiation? No. Are there other traits we could develop to improve some of our negotiation success? Certainly. The list does give us an excellent start in answering our question of what makes a good negotiator. It would benefit anyone who wished to improve their negotiation abilities to critique these character within themselves and operate toward developing these traits to their maximum potential.
  
  It is necessary list above, I think it would beneficial to examine the many traits and how they were ranked by attorneys in the survey. The following is pulled in the Appendix of "The Negotiating Game. " The attributes are ranked from maximum importance to lowest amongst each group.
  
  TASK-PERFORMANCE PARTY
  
  Planning
  
  Problem-solving
  
  Item Knowledge
  
  Gumption
  
  Reliability
  
  Goal-striving
  
  Endurance
  
  AGGRESSION PARTY
  
  Power exploitation
  
  Persistence
  
  Team command
  
  Competitiveness
  
  Courage
  
  Risk-taking
  

   

  <div class="cArrow"> </div><div class="cContentInner">To Ford, legal is true, among other <a href="http://www.usnewsbusinessschoolrankings.org/top-rank-business-schools" rel="nofollow">undergrad business school</a> areas, to help environmental protection laws and department of transportation protection laws. We are still left with the preliminary question. To supply a resolution and provide something that individuals can all benefit from regarding our own negotiation styles and tactics, I looked to three opinion polls that Chester M. Karrass wrote about in his book "The Negotiating Game. " These polls looked at attorneys, accountants, retail buyers and real-estate brokers to find how they viewed dialogue. 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 on account of the studies, the ability to assess bargaining skill objectively and to understand how the attitudes of these various professional groups differ based on the qualities necessary for a first-rate negotiator was now available. <br /> <br /> Nearly 500 negotiators took part in the survey, and it not surprising that there were significant differences relating to the answers of the several groups. Industrial negotiators, including salespeople, engineers, buyers and contract-management people differed in their responses compared to commercial negotiators like attorneys, accountants, real-estate agents and retail-clothing buyers. As a group, those in commercial activities placed greater emphasis on analytical ability, self-esteem, together with patience. Attorneys and accountants see negotiation being a problem-solving affair rather than as a quest for reaching targets. No other professions surveyed have been so emphatic on these kind of points. <br /> <br /> Karrass reports that the study provides two crystal clear lessons: 1) that difference in opinion concerning various professionals is significant, and 2) any time members of different professions assist one another at the bargaining table they are likely to view negotiations traits within diverse ways. We are now back where we started; acknowledging that there are many ways to negotiate and successful negotiators come in all shapes and sizes and possess various attributes. <br /> <br /> However, the dog pros that were surveyed, and who should know the most about negotiation, collectively believe that these seven traits are most important: <br /> <br /> 1. Organizing Skill <br /> <br /> 2. Ability to think definitely under stress <br /> <br /> 3. General practical intelligence <br /> <br /> 4. Verbal ability <br /> <br /> 5. Product knowledge <br /> <br /> 6. Personalized integrity <br /> <br /> 7. Ability to perceive together with exploit power <br /> <br /> This is not a bad list. I'm sure we can all agree that these traits are usually essential during negotiations. Are they the be all and end each of negotiation? No. Are there other traits we could develop to improve some of our negotiation success? Certainly. The list does give us an excellent start in answering our question of what makes a good negotiator. It would benefit anyone who wished to improve their negotiation abilities to critique these character within themselves and operate toward developing these traits to their maximum potential. <br /> <br /> It is necessary list above, I think it would beneficial to examine the many traits and how they were ranked by attorneys in the survey. The following is pulled in the Appendix of "The Negotiating Game. " The attributes are ranked from maximum importance to lowest amongst each group. <br /> <br /> TASK-PERFORMANCE PARTY <br /> <br /> Planning <br /> <br /> Problem-solving <br /> <br /> Item Knowledge <br /> <br /> Gumption <br /> <br /> Reliability <br /> <br /> Goal-striving <br /> <br /> Endurance <br /> <br /> AGGRESSION PARTY <br /> <br /> Power exploitation <br /> <br /> Persistence <br /> <br /> Team command <br /> <br /> Competitiveness <br /> <br /> Courage <br /> <br /> Risk-taking <br /></div>

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