Negotiation is a critical skill in business and in life. It involves reaching an agreement between two or more parties with different interests and needs. To be successful in negotiations, one must possess not only technical knowledge and expertise but also a range of soft skills. These skills enable negotiators to communicate effectively, build trust, manage emotions, and find creative solutions to complex problems. In this article, we will explore essential soft skills that every negotiator should possess.
Some common mistakes made by negotiators include failing to thoroughly prepare for the negotiation, focusing on competing rather than collaborating, and falling back on cognitive shortcuts. Other mistakes include not building relationships with the other party, being afraid to offend, and rushing negotiations. By being aware of these common mistakes, negotiators can take steps to avoid them and improve their negotiation skills.
“Soft skills get little respect but they will make or break your career.”
Peggy Klaus
- Negotiators must possess a wide range of soft skills to excel in their roles. But Vision and visualization are very important skills for negotiators. Vision is the ability to see the path to achieving the goal. Switching between helicopter and beetle views (zooming in and out) allows us to see both the big picture and specific details. We should try to visualize events and train our brains to perceive things (visualize the meeting, the people present, our speech while getting rid of doubts and fears).
- Effective communication is essential for negotiators. Mastery of foreign languages is important. To convey the intended message, one must be “precise, concise, and clear.”
- Creativity involves creating connections between things, ideas, and people. This allows innovations to emerge. The entrepreneurial spirit is important because it involves being proactive and daring. It means being in a positive dynamic and being solution-oriented rather than complaining. Ability to try new things, experiences, and propose different ideas. Curiosity allows us to learn new things but also learn from others and ourselves – learning how to learn.
- One of the most important is problem-solving. In an ever-changing environment with complex problems, negotiators must be solution-oriented. They must be able to improve a situation by making decisions they are comfortable with. When a decision is made confidently, it is easier to lead a project and bring collaborators and partners along. A sense of community is important. Alone we go faster but together we go further.
- Confidence is also crucial for negotiators. This includes self-confidence to face challenges, trust in others, and trust in the future. A negotiator must trust their counterparts and involve their teams in the project. This gives people a sense of recognition and value.
- Motivation involves both finding motivation and transmitting it to others. We must train ourselves to give meaning to what we do. To motivate ourselves we must therefore give meaning beyond the task at hand. Start by setting SMART goals (Specific, Measurable, Acceptable, Realistic, Time-bound).
- Emotion management is another key skill for negotiators. It involves taking a step back and identifying one’s own emotions and those of others to avoid being overwhelmed by them. Closely related to emotional intelligence is empathy, which is the ability to “understand the reality of the other.” It means being physically and mentally present rather than lost in our thoughts.
- These days, we often run around and have difficulty organizing ourselves. Time management is also important for negotiators. It is not up to time to manage us, but for us to manage time. We must not multiply tasks, not be overwhelmed by daily life, and identify elements that waste time. The main culprit is the mobile phone on which we spend more and more time (and its incessant notifications).
- Stress management is another key skill for negotiators. There is no such thing as good stress unless it is temporary. Chronic stress is not normal. It requires energy and therefore causes fatigue. The brain then has more difficulty making decisions. It becomes more difficult to work, be creative, and be confident.
You can improve your negotiation skills by practicing and applying the tips mentioned earlier. Additionally, you can learn from experienced negotiators by observing their techniques and strategies, and seeking feedback on your own negotiation skills. You can also read books or take courses on negotiation to further develop your skills.
In conclusion, being a successful negotiator requires not only technical knowledge and expertise but also a range of soft skills. These skills enable negotiators to communicate effectively, build trust, manage emotions, and find creative solutions to complex problems. By developing and honing these essential soft skills, negotiators can improve their ability to reach mutually beneficial agreements and achieve their goals.
In summary, how Soft Skills can make you a better negotiator
Driving an effective and successful negotiation include identifying all possible scenarios and planning for potential outcomes, taking breaks when needed to avoid getting emotional, paying attention to body language, building rapport and trust with the other party, listening actively and asking good questions, and searching for smart tradeoffs. It’s also important to maintain integrity and follow through on commitments.
Negotiators need soft skills to plan, communicate, innovate, solve problems, lead projects, motivate themselves and others, manage emotions, time, and stress. These skills help them to achieve their goals and handle challenges effectively.
“The most important single ingredient in the formula of success is knowing how to get along with people.”
Theodore Roosevelt
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