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Negotiation Sprint
- Identifying Your Negotiation Type
Negotiator identities:
Analysts
How They See Themselves : Realistic, Prepared, Smart How They May Be Seen by Others : Cold, Standoffish View of Business Relationships: As long as they aren’t causing conflict, they are actively preserving the relationship Cares About : Acquiring facts and info Negotiation Mindset: Time = preparation, Silence = time to think
Characteristics: ● Methodical & diligent. Hates surprises ● Self-image tied to minimizing mistakes ● Prefers to work on their own ● Reserved problem solver ● Information aggregator ● Sceptical by nature ● May appear to agree when just agreeing to think about it ● Slow to answer calibrated questions ● Apologies have little value
Views on Reciprocity: ● Giving: They only give up things they’ve already thought long and hard about ● Receiving: When they receive first, they think it must be a trap
Tools to Use : ● Labels, specifically to compare analysis ● Use data to explain your reasons, no ad-lib • Use data comparisons to disagree
How to Get Them Back : Show them you’re ready to get something accomplished Worst-Type Match: Assertive
Accommodators
How They May Be Seen by Others : Friendly, Too Talkative How They See Themselves : Personable, Conversational, Relationship Focused View of Business Relationships : The relationship is most important
Cares About: Building relationships Negotiation Mindset: Time = relationship building , Silence = upsetting, indicates anger
Characteristics:
● Happy when communicating ● Sociable, peace-seeking, optimistic. ● Distractible, poor time managers ● Watch tone & body language " they won’t express hesitancy in words ● Risk: may overpromise, agree to give you something they can’t actually deliver
Views on Reciprocity: ● Giving: They are most likely to give something up first. Their giving isn’t motivated by receiving! ● Receiving: They are flattered and take it as confirmation of a positive relationship
How to Get Them Back: An apology (“I’m sorry” is mandatory) Worst-Type Match : Accommodator
Assertives
How They See Themselves: Honest, Logical, Direct How They May Be Seen by Others : Emotional, Aggressive View of Business Relationships: Needs mutual respect; nothing more or less Cares About: Being heard. Negotiation Mindset : Time = money, Silence = opportunity to speak more.
Characteristics:
● Perfecting the solution is less important than getting it done ● Loves winning above all else ● Most likely to get tunnel-vision ● If you focus on one goal, you miss opportunities to explore options ● Emotions can cloud decisionmaking faculties ● View negotiations as an intellectual sparring ● Focus first on what they have to say. They’ll only listen if they’re convinced you understand them
