SUCCESSFUL NEGOTIATOR
There has been considerable debate and discussions on the traits of successful negotiators. Research on the subject has evolved broad consensus on the following criteria for determining skilled negotiators:
(1) Rated as effective by the parties.
This precondition for identifying candidates for further study enables to prevent picking a person from a single frame of mind.
(2) Have a track record of significant success
The central criterion for choosing effective negotiators is their track record over time to ensure an element of consistency so as to avoid any conclusions based on short term studies where agreements might have been secured through tricks or deception.
(3) Have a low incidence of implementation failures
The purpose of negotiations is not only to reach agreements but also to make them work during implementation. Track record of successful implementation is a pre-requisite for identifying skilled negotiators.
No comments:
Post a Comment