Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next few months, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
Sometimes a negotiator needs to be passionate, as when selling a concept or product, motivating a team or workforce, trying to sway the other party to a new point of view, etc. Passion rooted in conviction energises your commitment and perseverance relative to your goals. Great negotiators harness their passion to what they believe in, to what they do or offer, and to their primary goals and objectives, using it to sway or move others in their direction through negotiation.
Passion, like optimism, is a wonderful influencer and motivator that uplifts and inspires others. It transmits a contagious feeling of enthusiasm, magnifies the positive energy in a negotiation room, and sweeps negativity aside. Witnessing your genuine passion, the other party is more likely to trust and have confidence in you and in what you are passionate about. They are more likely to be impressed and inspired to follow your lead, adopt your point of view, sign on the dotted line, or buy or invest in what you so passionately believe in.
Genuine passion is a decisive force in any negotiation. When you are the most passionate person in the room, the other party is outranked and outgunned. Of course, passion alone cannot wash away or make up for any negative attributes of a person, corporation, entity, product, or service. Passion should only be used with total integrity in the service of worthy products, services, goals, and causes. When it is, true passion makes a great negotiator an almost unstoppable force. However passion must be tempered by the audience and the message you are talking about. Excessive passion and unbridled enthusiasm may cross over to be seen as childlike and naïve, so tempered passion, well directed at the appropriate times in a negotiation should be used judiciously.