What are the factors for an effective negotiator? Do lawyers, politicians, realtors, carmakers, or other professions automatically become a good negotiating partner? Not necessarily. Do some professions receive specific negotiation training? Not always. Listen to the lawyer and author of Leo Reilly's book on negotiation training, "How to negotiate with someone (even with a car dealer)," I discussed the mergers of companies, the break-up of partnerships, and the amount of verified taxpayers as IRS, and as almost any lawyer or businessman I've ever met, I did this without formal negotiation. Reilly continues: "Negotiation is a basic business skill but most do not know how to handle the simplest negotiations."

This brings us back the question is, "What is a good negotiator?" The truth is that you find negotiating partners in all shapes and sizes. Negotiators will use different strategies, tactics and attributes to successfully negotiate conflicts, occupations, purchases, and any other negotiation. There is no single size. It is a fact that you can find successful negotiating partners who despise the practices of other successful negotiators. While both can be successful, you can use completely different styles, strategies, and tactics to work.

Still the initial question remained. Answering and something we can all take in consideration of our own negotiating styles and practices, I was thinking of three public reviews written by Chester L. Karrass in his book The Negotiating Game. These surveys concerned lawyers, accountants, retailers, and real estate agents to see how negotiations were conducted. In addition, the literature on diplomatic, business and collective bargaining has gained an in-depth insight into the composition of the successful personality of men and women. Karrass writes that, as a result of the studies, he measures the objectivity of bargaining skills and understands how different attitudes of different professional groups differ in terms of the qualities required for a first class negotiating partner.

Almost five hundred surveys took part in the survey and it is not surprising that there were significant differences between the answers of the different groups. Industrial meeting rooms, such as salesmen, engineers, buyers and contract management people, differed from trade negotiators such as lawyers, accountants, real estate agents and residential apparel buyers. As a group, participants in commercial activities have put more emphasis on analytical skills, self-esteem and patience. Attorneys and Accountants find the trial as a problem-solving business rather than reaching the goals. At these points, the other professions under consideration did not emphasize either.

According to Karrass, this study provides two clear lessons: 1) the difference in opinion of experts is significant; 2) when members of different professions help each other in the bargaining position to examine negotiating characteristics in different ways. We have just returned to where we started; recognizing that there are many ways of negotiating and having successful negotiators in all shapes and sizes and having different attributes.

However, interviewed professionals who need to better understand the negotiations collectively believe that the following seven properties are most important:

1. Design Skill

2. Ability to Lightly Light Up

3. General Practice Intelligence

4. Oral ability

5. Product knowledge

6. Personal Integrity

7. Understanding and Exploiting Capability

This is not a bad list. I am confident that we all agree that these qualities are important during the negotiations. Are all of them and end the negotiations? No. Do we have another feature to improve our negotiating success? Sure. The list is a good starting point for us as a good negotiator. It would be beneficial to anyone who wanted to improve negotiating skills by criticizing these features themselves and striving to develop these features at their maximum potential.

In addition to the above list, I think it would be useful to look at all the features that lawyers have ranked in the survey. The following are pulled from the "Meeting Game" appendix.


Problem Solving

Product Knowledge





19659002] Hardness






Personal Integrity



Personal Attitude



COMMUNICATION GROUP [19659002] Self-control




] Self-esteem




Personal Dignity

Preserving Risk [19659002] Ruling Respect

Organizational Rank


Clean Thinking Under Stress

Analytical Capability


General Practice Intelligence




There you are. The various groups important for the negotiations and the questioned attorneys evaluated the properties when they asked "what is a good negotiator?" We can never give a definitive answer to the question, but I can guarantee that anyone who focuses on improving the features listed above will not only be a better negotiator and a lawyer, but also a better person and a member of society and I think we all agree that this is a worthy goal.

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