Master Negotiators: Intelligences and Competencies

Michael BENOLIEL, Singapore Management University


While some individuals are innately skilful negotiators, this is not a common skill. However, it can be developed, and this paper offers guidelines to this end. It discusses the different types of intelligences and competencies that negotiators need to succeed, as well as the principles followed by successful negotiators. The theoretical concepts are exemplified by anecdotes from leading negotiators who come from diverse backgrounds. By articulating a multiple intelligences model and a quadruple competencies model for negotiators, this chapter hopes to enable more individuals to become successful negotiators, which will, in turn, help them craft more beneficial agreements.