A negotiator is a person who specializes in bringing two or more parties together to reach an agreement. Rather than acting as purely neutral mediators, most negotiators represent one of the parties involved. Negotiators work in a variety of settings, including financial services, law enforcement, and the legal profession. Some negotiators attend school to gain job skills that will help them in their careers, while others attend training seminars and on-the-job training to learn how to be a negotiator.
A negotiator’s goal is to reach a mutually agreeable and satisfactory agreement for all parties involved. Although he or she may represent one party in a dispute, this does not mean that the negotiator is solely concerned with that party’s interests and goals, as a good negotiator understands that a mutual agreement will benefit the parties in the long run by avoiding acrimony. He or she can employ a variety of methods, relying heavily on a thorough understanding of psychology, human nature, and industry norms.
Negotiators can help people make contract and salary negotiations, mediate disputes between companies, and negotiate benefits on behalf of unions or other groups in the financial world. These negotiators strike a balance between their clients’ needs and desires and the other side’s reasonable expectations. They have a variety of weapons at their disposal, from the threat of a union strike to offers from other businesses that can be used as bargaining chips.
Negotiators in law enforcement deal with tense situations, attempting to reach an agreement in which no one is hurt or killed. Hostage negotiators specialize in rescuing hostages, but they can also be called in to help with armed standoffs, the handover of stolen goods, and other situations. Law enforcement negotiators typically begin their careers in law enforcement and then pursue negotiation training when they express an interest.
A negotiator may work on an individual’s behalf to help them pay off debts, get a better job, or close a deal; a real estate agent, for example, is a type of negotiator who helps buyers and sellers come to an agreement. Negotiators can also represent businesses or institutions, as well as mediate conflicts between businesses and governments.
To work as a negotiator, one must have excellent communication skills, the ability to think quickly, the ability to emphasize, and the ability to look at all sides of a situation rather than just one. A good negotiator thinks ahead of both sides of a conflict, considering possible next steps, outcomes, and surprises that could affect the negotiation’s outcome.