What makes a great negotiator

What Makes a Great Negotiator, According to Research

Negotiation is often seen as a tradeoff between results and relationships, but analysis of nearly 1,000 real negotiations across 50 countries reveals that the best negotiators—called “integrated achievers”—excel at both. They consistently deliver strong substantive outcomes while fostering trust and cooperation. These top performers share four meta-competencies: language and emotional control, negotiation intelligence, relationship building, and moral wisdom. Their strength lies not in style but in skill—the ability to align assertiveness with empathy, fairness, and integrity. For leaders, the lesson is clear: great negotiators are developed, not born, and mastering negotiation requires deliberate practice, measurement, and ethical self-awareness.

 

substantive : 실질적인

assertiveness : 단호함, 단호하게 주장하는 능력, 자신감 있게 주장하거나 자신의 의견을 표현하는 능력

integrity : 진실성

deliberate : 의도적인, 계획적인, 신중한 

* deliberate practice : a highly structured and focused method for improving a skill by pushing beyond your current abilities, identifying weaknesses, and using feedback to make specific changes

특정 기술이나 능력을 전문가 수준으로 향상시키기 위해 설계된, 반복적이고 체계적인 연습 방법

ethical : 윤리적인, 도덕적인

 

Negotiation is one of the most consequential yet misunderstood leadership skills. It shapes deals, partnerships, and careers, yet even seasoned professionals still debate what truly defines a good negotiator.

For decades, conventional wisdom has suggested a familiar trade-off: You can either claim value or build relationships, but not both. Push too hard and you damage trust; prioritize harmony and you lose ground on substance. Classic frameworks such as Getting to Yes have reinforced this tension, contrasting “hard” positional bargaining with “soft” approaches that aim to preserve goodwill.

 

consequential : 중대한, 중요한, ~에 따른

seasoned : 경험 많은, 노련한

conventional wisdom : 통념.  conventional : 관습적인, 전통적인

lose ground : 약세를 보이다, 건강이 나빠지다, 후퇴하다

substance : 물질, 실체, 본질, 핵심

lose ground on substance : 본질에서 뒤쳐지다. 어떤 논의나 주장, 계획 등에서 본질적인 내용이나 근거를 잃고, 겉포장만 남는 상황. 토론, 협상, 논쟁 등에서 상대방에게 본질을 빼앗기거나, 자신의 논리가 약해지는 경우에 자주 사용

 

 

 

 

 

 

https://hbr.org/2025/10/what-makes-a-great-negotiator-according-to-research

What Makes a Great Negotiator, According to Research