When you think of a good negotiator, who usually comes to mind?
Someone who yells, who punches the table, who is very tough to negotiate, who does not open a smile or show emotion?
This is often the image we have of a good negotiator, often completely out of reality.
I have had the pleasure, over my years as a commercial, of working side by side with some of the best negotiators I have met.
Some have been mentors in my development as a commercial, others simply colleagues that I have followed occasionally.
Those that remain in my memory until now had the following characteristics that I give as an example of good negotiators:
- Friendly, soft tone of voice
- Calm and positive attitude
- Focus on the relationship and not just the sale