I stumbled across this list of characteristics while I was doing some research on how to be a better negotiator. It seems the fellow who compiled the list of traits, Howard Raiffa, knows what he’s on about. Howard has been the joint chair of the Harvard Business and Harvard Kennedy Schools and has been awarded several honorary doctorates (including one from, you guessed it … Harvard) for his lifetime contributions to the field of decision science and his work in conflict resolution.
The list appears in Howard’s book “The Art & Science of Negotiation”. At first glance, it’s interesting to see how particular characteristics out rank others that would usually be considered more effective skills for a negotiator. For example, debating ability is listed at #24 while integrity is at #7. I realise that a review of the traits themselves probably requires it’s own blog post so for now I’ll leave you to peruse and ponder the list below. For your reading pleasure…
1. Preparation and planning skill
2. Knowledge of the subject
3. Ability to think clearly and rapidly under pressure and uncertainty
4. Ability to express thoughts verbally
5. Listening skill
6. Judgement and general intelligence
7. Integrity
8. Ability to persuade others
9. Patience
10. Decisiveness
11. Ability to win confidence and respect of opponent
12. General problem-solving and analytical skills
13. Self control, especially of emotions and their visibility
14. Insight into others’ feelings
15. Persistence and determination
16. Ability to perceive and exploit available power to achieve objectives
17. Insight into hidden needs and reactions of own and opponent’s organisation
18. Ability to lead and control members of own team or group
19. Previous negotiating experience
20. Personal sense of security
21. Open-mindedness (tolerance of other view points)
22. Competitiveness (desire to compete and win)
23. Skill in communicating and co-ordinating various objectives within own organisation
24. Debating ability (skill in parrying questions and answers across the table)
25. Willingness to risk being disliked
26. Ability to act out skilfully a variety of negotiating roles or postures
27. Status or rank in organisation
28. Tolerance to ambiguity and uncertainty
29. Skill in communicating by signs, gestures and silence (non-verbal language)
30. Compromising temperament
31. Attractive personality and sense of humour (degree to which people enjoy being with the person)
32. Trusting temperament
33. Willingness to take somewhat above-average business or career risks
34. Willingness to employ force, threat or bluff
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