SETTING UP A NEGOTIATION TEAM – [PART II]

As explained in the previous post, a negotiation should never be conducted alone, but by a team consisting of at least three people with clearly differentiated roles: Negotiator, Commander, and Decision-Maker.

Let’s now take a closer look at the role of the Negotiator.

The main responsibility of the negotiator is to lead the discussion and interact directly with the counterpart, asking questions, presenting positions, and managing the dialogue throughout the negotiation process.

The core characteristics of an effective negotiator include:

Strong Communication Skills
Actively listens, asks clarifying questions, and adapts language and tone to the other party.

Emotional Intelligence
Remains calm under pressure, recognizes emotions, and shows empathy without losing objectivity.

Preparation & Analysis
Research facts, identifies common interests, and evaluates alternatives (BATNA).

Problem-Solving Mindset
Focuses on win-win outcomes and seeks creative, value-adding solutions.

Confidence & Assertiveness
Defends interests firmly, is comfortable saying “no” when necessary, without becoming aggressive.

Persuasion & Influence
Uses logic and storytelling effectively to build credibility and trust.

Patience & Timing
Knows when to pause, when to push, and when to walk away, understanding the power of silence.

Ethics & Integrity
Acts honestly and transparently, protecting long-term relationships.

It is also crucial for the negotiator to avoid dominating the conversation, and especially to refrain from interrupting the counterpart—a behavior far more common in real-life negotiations than expected.