Advanced Sales Negotiation

The Qualities and Attributes of a Great Negotiator

These qualities and attributes are essential for negotiators to effectively navigate complex discussions, build positive relationships, and achieve successful outcomes in various negotiation scenarios.

1. Preparation

Great negotiators are thoroughly prepared before entering into any negotiation. They research the other party, understand the context, and have a clear grasp of their own goals, limits, and alternatives.

Example: Before negotiating a contract with a supplier, you need to analyse the supplier’s pricing, reviews the company’s budget constraints, and identifies potential alternative suppliers.

2. Active Listening

Effective negotiators are excellent listeners. They pay close attention to what the other party is saying, asking clarifying questions and reflecting back to ensure understanding. This builds rapport and helps identify underlying interests and concerns.

Example: In a sales negotiation you need to  ask questions and listen carefully, paying attention to identify needs, which helps you present a proposal that addresses these points.

3. Emotional Intelligence

Emotional intelligence involves being aware of and managing one's own emotions, as well as understanding and influencing the emotions of others. This skill helps negotiators remain calm under pressure and build positive relationships.

Example: During a heated negotiation, you notice the other person becoming frustrated. By acknowledging their feelings and addressing their concerns calmly, you will be able to defuse the tension and steer the conversation back on track.

4. Clear Communication

Great negotiators communicate their ideas clearly and assertively. They express their needs and objectives without being aggressive, ensuring that their message is understood by all parties.

Example: By outlining the terms of aa agreement concisely, you will ensure both parties understand the mutual benefits and responsibilities involved.

5. Problem-Solving Skills

Effective negotiators focus on finding mutually beneficial solutions. They approach negotiations with a collaborative mindset, aiming to create value and resolve conflicts constructively.

Example: By looking for and proposing alternative solutions to problems, you can meet both parties’ core interests, leading to a win-win outcome.

6. Patience and Perseverance

Negotiations can be lengthy and challenging. Successful negotiators are patient and willing to persevere through difficult discussions, maintaining focus on their goals without rushing the process.

Example: In a complex negotiation, you need to patiently work through multiple rounds of discussions and revisions, ensuring that the final agreement aligns with your strategic objectives.

7. Adaptability and Flexibility

Negotiators must be adaptable and flexible, ready to adjust their strategies and tactics in response to new information or changing circumstances.

Example: During a negotiation for a large purchase, you learn of a sudden market shift. You need to quickly adapt your approach, incorporating this new information to secure a better deal.

8. Integrity and Ethics

Trust is crucial in negotiations. Great negotiators maintain high ethical standards, acting with honesty and integrity. This builds trust and fosters long-term relationships.

Example: By being transparent about potential risks in a joint venture, you will build trust with your partner and lay the foundation for a successful collaboration.

9. Analytical Skills

Strong analytical skills enable negotiators to evaluate information critically, identify key issues, and make informed decisions.

Example: By analysing all data available, you will be able to plan your negotiation strategy and be confident that you will make the right decisions.

10. Confidence and Assertiveness

Great negotiators are confident and assertive, able to stand firm on important issues while remaining respectful of the other party’s perspective.

Example: Being clear about your Walk Away Point (WAP) will give you the confidence to stand firm while considering the other person’s counter offers.  

• Preparation: Thorough research and clear objectives.
• Active Listening: Understanding and responding to the other party.
• Emotional Intelligence: Managing emotions and building relationships.
• Clear Communication: Expressing ideas concisely and assertively.
• Problem-Solving Skills: Finding mutually beneficial solutions.
• Patience: Staying focused through lengthy negotiations.
• Adaptability: Adjusting strategies as needed.
• Integrity: Acting with honesty and building trust.
• Analytical Skills: Evaluating information critically.
• Confidence: Standing firm and being respectful.