When you negotiate, do you assess the other negotiator’s style? Do you even take the styles by which others negotiate into consideration? Are you affable during your negotiations or stern? The image you project prior to and during a negotiation has an impact on the flow and outcome of it. Thus, (Negotiation Tip) prior to entering into a negotiation, you should assess the other negotiator’s demeanor, negotiation style, and any additional insight you can glean about him. This allows you to prepare more efficiently, based on those variables.
This article highlights 3 styles of negotiators and how to best interact with them.
Personality Types and Styles of Negotiators
Personality type is a major factor in the style one uses to negotiate. Good negotiators know how to use different styles to affect the behavior they seek. To increase your chances of winning more negotiations, observe the following 3 styles, and determine which style you should use to enhance your position.
I Win, You Lose: (Dogged and determined)
When negotiating with this style of negotiator, be on alert. If you’re affable and accommodating, this negotiator may take advantage of you. To assure that from happening, position yourself as a similar style of negotiator. Don’t show weakness in any form. When making concessions, make him work for them. Remember, you don’t want to be perceived as a pushover. You should also balance your rigidness against any displays of compromise he shows. Again be cautious. This may be a ploy to gain insight into how you might respond to such a tactic.
Go Along to Get Along: (Affable)
With this negotiator, you can be a little at ease during the negotiation. This person wants to do what’s necessary to negotiate affably and will do so as long as she feels you’re reciprocating. To convey that impression, be pleasant, somewhat charming, and compassionate. You can even attempt to ‘take the lead’ in the negotiation and see how she responds. If her actions (i.e. the way she responds to your offers/counter offers) are amenable, continue down that path. Just be cautious not to ask for more than you really want. To do so could cause her to stiffen and become more rigid.
Don’t Take Advantage Of Me: (Timid, unsure of himself)
Negotiating with this style of negotiator can be almost as difficult as negotiating with the ‘I win, you lose’ negotiator. The reason being, this negotiator is not sure of himself and may display signs of inconsistency, simply because he’s afraid of being taken advantage of. As such, even when making an offer/counter offer that is beneficial to him, you need to display sincerity through your nonverbal communication (e.g. smiling when appropriate, using a softer tonality, using open gestures with your hands, etc.)
It goes without saying that you won’t be able to win every negotiation. If you give consideration to altering your negotiation approach and style, based on the style of the other negotiator, you’ll be better positioned to succeed in getting what you want from the negotiation … and everything will be right with the world.
Remember, you’re always negotiating!