(1) Being quick and clear in thinking, strong in reasoning and self-control.
Because of the competition and interdependence of interests, negotiators are under great psychological pressure and need to analyze and judge the specific typical characteristics and essence of a certain negotiation item at any time. Negotiators are required to observe and think carefully according to their own knowledge and experience, analyze, judge and reason according to known premises, and see through each other's strategies in the process of analyzing various possibilities and assumptions. And realize their own suggestions and requirements. Even if the negotiation situation changes greatly, even in the fierce dispute, they can overcome their psychological obstacles, control their own behavior, and persuade and influence each other with appropriate language and behavior.
(2) The ability to express and transmit information accurately and appropriately. The ability of information expression and transmission of negotiators directly determines the size and level of their negotiating ability. The ways of expression and transmission include spoken language and silent language, which should be expressive, attractive, infectious and persuasive. The expression and transmission of comprehensive language should be designed and expressed flexibly and skillfully according to the changes of negotiation situation. Its effect depends on the creative thinking and behavior of the negotiators, so that the information can be accurately and appropriately expressed and transmitted.
(3) Strong perseverance, indomitable spirit and firm confidence and determination.
Business negotiation is often difficult and arduous, and sometimes it is even necessary to "do what you know you can't do". However, once you accept the negotiation task, you must go all out with a brave attitude in accordance with your established goals and principles. At the negotiating table, the interests of both sides are that you enter and I retreat. If one side has the slightest intention of being perfect, the other side will definitely push your luck. Therefore, in the negotiations, no matter what difficulties and pressures there are, we must show our determination and courage to fight to the end. Even compromise and peace should be put forward with the generosity of the strong after the struggle.
Negotiation is like a battle. First of all, we should carefully design a reasonable goal and a comprehensive plan, and then rely on perseverance and endurance to deal with each other, in order to finally achieve our goal. When the negotiations are smooth, we must advance by winning, gradually deepen and expand the results in one go. When the other side is deadlocked, we must never give up our principles, but strive for the best interests of our own side.
(D) keen insight, high predictability and adaptability.
Business negotiation needs to deal with all kinds of people, the negotiation environment is complex and changeable, and many unexpected things may happen during the negotiation process. Therefore, negotiators are required to be good at observing words and feelings, keep abreast of each other's movements, find out each other's "cards" and improvise. Neil Lunberg of the United States believes in The Art of Negotiation: "An experienced negotiator can see through the person sitting across the negotiating table at a glance and decide what action he will take and why."
Qualified negotiators should grasp the essence of the problem at any time according to the changes of the negotiation situation and relevant information, analyze and judge quickly through complex and changeable phenomena, take necessary measures, and decisively put forward specific solutions to the problem.
In addition, the representative presiding over the negotiations must be a person who can command the overall situation, be far-sighted and strategize. He is good at deciding the deployment and scheme design of the "troops" in advance according to the weight of the negotiation content and the level of the target, and making necessary changes at any time to adapt to the changes in the situation on the negotiating field.