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Ever wondered why some negotiators are more successful than others? - Personality traits that make a great negotiator

To great extent personality traits contribute to questions of why some people are more effective negotiators than others. Surely, there are more factors to a negotiation than personality, such as specific contexts, individual strategies and the emotional interpretation of the process. However, to better understand the causes of successful negotiation outcomes, a deeper understanding of the personalities involved is vital. Here we will discuss three important negotiation traits that will take your negotiation game to the next level.
Assertiveness
Assertiveness is the ability to stand up for your own rights in a calm and proactive way by articulating the necessary steps and demonstrating confidence and control. Take charge of the negotiation by positioning yourself first. Discuss an agenda and set deadlines in a respectful and composed manner.
Be creative – Think outside the box.
Being creative in a negotiation means to take everything into consideration and to identify other value-adding parameters. Innovative problem solving and a take on unconventional perspectives can open up new ways of finding solutions that suit both parties.
Ask “Why” and “How”.
Curiosity comes with information gathering prior and during a negotiation. By asking the right questions information can be uncovered putting you in a position of power. Keep on researching and never make assumptions even if you know the other party well.
Manage your emotions.
Never let emotions dictate your behavior. Always hold firm, composed and be disciplined when confronted with emotions. People are emotionally driven which can lead into competitiveness resulting into irrational decision making. Think of the requirements of your role in the negotiation, whilst demonstrating self control, interest and patience
You need to be able to:
  • detach your emotions from your behavior
  • display self discipline
  • be comfortable being uncomfortable 
  • be okay with silence
This is a contribution by Jessica Planitzer, Negotiation Consultant @ Octalo Negotiation

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