The question of selecting the right negotiator interested Sir Francis Bacon hundreds of years ago. He advised those in authority to:
“Use such persons as affect the business wherein they are employed; for that quickeneth much: and such as are fit for the matter; as bold men for expostulation, fair-spoken men for persuasion, and crafty men for inquiry and observation. Use also such as have been lucky, and prevailed before in things wherein you have employed them; for that breeds confidence, and they will strive to maintain their prescription.”
Bacon’s prescription continues to be as valid today as it was in the 17th century.