Negotiator is the key person for the profitable survival of the organization in a competitive world. Negotiation as an art requires certain inherent qualities of an individual that makes the negotiator more dynamic and natural. Skillful managers must assess many factors when managing international business negotiations. The successful management of intercultural negotiations requires that manager go beyond a generalized understanding of the issues and variables involve. The negotiator must have the knowledge about the following things.
- Value: Business negotiators must make sure that they have an intelligent understanding of the facts that are the basis for any negotiation. Failure to gather & understand the relevant facts that support optimal deal making will result in a failed negotiation or negotiations where value or resources are left on the table.
- Process: Any negotiation that does possess a vigorously defined negotiation process and lacks a management infrastructure runs the risk of a sub-standard outcome. A framework to operate in is necessary so that it can provide an environment where risks can be proactively managed. A robust negotiation process guarantees a positive momentum and offers a framework of reference that lessens unforeseen complications & risks.
- Relationships: Agreement can only be completed between people or organizations that are represented by people. It goes without saying that the manner in how we interact with other people is the essential basis for a successful negotiation. Within a negotiation context, the importance of relationships is amplified when we find ourselves in an environment where ongoing partnerships and longstanding relationships results from our business interactions.
- Vision: To achieve a collaborative or partnership agreement, it is necessary that all parties have a shared vision of the losses and benefits associated with the agreement. It is only when all parties have a shared vision of the agreement that we can understand their driving motivators or interests. A crucial part of negotiation competency entails the ability to create options that will serve the needs & interests of all parties
To become a good negotiator the manager must posses the following skills and qualities.
- Knowledge: a good negotiator generally has high IQ and broad based knowledge covering various fields including the understanding of human nature and is well read.
- Personality: It refers to the general physical appearance, which is pleasing, encouraging, associative, open, powerful, impressive an above all very friendly.
- Confident: A negotiator is always calm, composed and confident under any circumstances. He is a man of strong convictions; He has clarity of thoughts and expressions. He can disagree but is not a disagreeable character.
- Communicative: Negotiation is nothing but communication and understanding. The ability to be able to express views and make them understood n the same way that are intended to, is the foremost important requisite of a good negotiator.
- Leadership Qualities: Across the negotiating table or over the electronic media including the written and the verbal form, in all these cases the man who leads the negotiation is the one who faces the opponent first hand. It requires specific skills to hold not only his ground but to offset the opponent from his ground.
- Authoritative: A negotiator need be a man of power especially of bureaucratic nature. His authority stems from his knowledge and skills. He exerts authority without power.
- Ability to Keep Secrets: This is perhaps one of the key character traits of negotiator. He has the ability not only to keep secret what he knows but also is ever ready to open up the minds of the opponent.
- Problem Solving Approach: experiences shown that a problem-solving approach is essential to cross-cultural negotiation, whether in national or at the global level.
Source: Cross Cultural Business Management Notes-MGU