Characteristics of a good negotiator

Answer 1

1. Exhibits Creativity. A good negotiator looks for creative solutions to help close the deal. Depending on your industry, you could barter with a potential customer or create a partnership. "For example, I will waive part of my speaking fee at a conference in return for the attendee list," says Robertson. In that situation, both parties achieve something.
2. Has a win-win attitude. The best way to achieve this is to look at the sale from the other party's perspective. What are their risks, hesitations, concerns? By determining those before you reach the negotiating table, you can better create win-win solutions for both sides.
3. Has keen listening skills. Customers will often give you clues about what they need. Say you've e-mailed a sales presentation to a potential client, but they keep claiming they haven't had time to read it. What they're really telling you is they doesn't want to-so instead, tell them your sales pitch over the phone. Missing a clue like that can cost you a sale.
4. Exhibits patience. Without patience, you may make early concessions just to get the process moving-especially if you're negotiating with a larger company. "Their sales process takes a lot longer than other small businesses or consumers," says Robertson. But making the right deal, rather than a swift one, will be better for your company.
5. Understands the negotiating process. Salespeople must understand that there's a beginning, middle and end to the sales process, and that once the relationship begins, everything you do afterward either adds value or takes away value. So remain positive, continue to be responsive, and don't let the customer fall off your radar.
6. Clarifies ambiguity. A good negotiator takes time to get clarification. Let's say a customer at a restaurant doesn't like their food. The waiter shouldn't assume they didn't like their entire meal, and should ask specifically what went wrong. Perhaps he'll find out it was undercooked, or just a portion of the meal was wrong. The lesson: A negotiator doesn't take what they hear at face value and takes the time to get clarification on the other party's qualms.
7. Shows curiosity. Being able to ask insightful questions, and having the courage to ask those questions, is another critical characteristic. "I knew a prospective customer had met with my competitor, and since I was curious I asked how my presentation stacked up against his," says Robertson. "So I then had a leg up in the negotiating process, because I knew what I was up against."
8. Has the ability to walk away. Most small business owners put themselves in a position where they're unwilling to walk away from a sale because they feel they desperately need it. This is a mistake. When you hold that mindset, a customer has a better chance of taking advantage of you. "Every deal has to make good business sense," says Robertson.