Today we talk about how the personal qualities of negotiators affect the course of negotiations, and use the example of an American study to show how this happens.
Many negotiation tips are aimed at correcting mistakes that we make in the process. But the course of negotiations can also be influenced by the personal qualities of the participants, their experience, education and outlook.
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Negotiation research is often aimed at finding common features among successful or unsuccessful negotiators. For example, it is known from the research of Huthwaite International that successful negotiators, compared to less successful colleagues, summarize more often, ask more questions, offer more options and are able to relate different parameters. It is also known that the average negotiator is more inclined to make hasty conclusions, which subsequently cost him money and is overly eager to maintain good relations, so he does not like and cannot bargain.
Personal qualities in negotiation skills for students
The negotiation process is influenced not only by training and skills, but also by some personal characteristics. For instance:
1. Can-do attitude about the outcome of the talks, confidence in your capabilities and trust in that you are able to enhance them.
The result of personal attitude is very clearly visible in negotiation training. Usually, negotiators receive a case in which the power is distributed between different parties in a balanced way. Next, we ask the participants to assess the balance of power – who, in their opinion, has more power. Given the same initial information, the assessment of strength and the forecast of the results of the negotiations range from the most optimistic to the most pessimistic. At the same time, the initial attitude and assessment of one’s own strength are in direct correlation with the results of the negotiations. In other words, the power “in the minds” of the negotiators is no less, and sometimes even more, than the real power given to them in the case.
2. Negotiation style: conflicting or, on the contrary, cooperating
Observations have shown that one of the important qualities of successful negotiators is the ability to flexibly adjust their style depending on the situation. Effective negotiators are rarely sources of conflict, but they can deliberately develop and manage it through the correct use of interpersonal skills.
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3. Intelligence and creativity.
Research has shown that successful negotiators prepare, on average, 3 times more negotiation options than their less successful counterparts.
4. External characteristics such as gender, age, physical attractiveness.
Studies show that gender and cultural background are the main traits that influence negotiation. So, for example, it was noticed that men are more inclined to bargain than women, defending their career interests. Pleasantness and extroversion can both assist you and do no harm, depending upon which country you are negotiating in.
A study was conducted at the University of Washington (St. Louis) to examine the extent to which these signs can influence the course of the talks. It was attended by 150 MBA students. They were split up 4-5 people where the students paired up participated in a simulation of negotiations on the proposed cases in such a way that each participant was sequentially paired with all members of the group. Based on the results of the simulation, each participant was rated for the ability to develop and be of value. Such a working method made it to where the researchers found out how successively the participants behaved over several rounds of negotiations. As a result, it turned out that the outcome of 46% of the examined rounds of negotiations depended on changes in the participant’s behavior. In other words, differences between negotiators influenced the outcome of half the rounds. That is, even if the negotiator behaves in the same way, then in interaction with different people, the negotiations led to different results.
In general, the result of this study is quite predictable. It once again testifies to the fact that flexibility, the ability to adjust your style depending on who is on the other side – plays a key role in negotiations. However, flexibility appears only if the skill is already stable.
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