{"id":23150,"date":"2021-01-13T18:01:34","date_gmt":"2021-01-13T22:01:34","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=23150"},"modified":"2021-01-17T14:14:10","modified_gmt":"2021-01-17T18:14:10","slug":"negotiation-styles","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/negotiation-styles\/","title":{"rendered":"Negotiation Styles: One Size Does not Fit All"},"content":{"rendered":"\n

How do you identify your negotiation style? More importantly, how do you identify your opponent’s? What negotiation styles are there?<\/p>\n\n\n\n

The three negotiation styles are accommodating, analytical, and assertive. The key to a successful negotiation<\/a> is, then, knowing how to approach each of these styles in consideration of your own.<\/p>\n\n\n\n

We\u2019ll cover advice on how to deal with different negotiation styles, and tips if you are that style.<\/p>\n\n\n\n\n\n\n\n

Negotiation Styles <\/strong><\/h2>\n\n\n\n

You can get the upper hand in a negotiation if you\u2019re not able to accurately size up your counterpart.<\/strong><\/p>\n\n\n\n

In any negotiation, beneath the swirl of offers and counteroffers are deeper psychological currents that drive hidden wants, fears, and desires. These, in turn, determine people’s negotiation styles. Your job as a good negotiator is to identify them.<\/p>\n\n\n\n

There are three negotiation styles: accommodating, analytical, and assertive. Whatever your<\/em> negotiation style is, don\u2019t project it onto your counterpart.\u00a0 Think of this as the inverse of the famous Golden Rule: treat others as they<\/em> want to be treated.\u00a0\u00a0<\/strong><\/p>\n\n\n\n

Style 1: Accomodators<\/strong><\/h3>\n\n\n\n

These are people-pleasers. They value the time spent building a relationship with their counterpart. Accomodators tend to be sociable and agreeable, but also poor time managers.<\/strong><\/p>\n\n\n\n

When dealing with an accommodator, focus your calibrated questions on implementation. This is because they\u2019ll often agree to things that they can\u2019t actually follow through on<\/strong>, since they\u2019re so eager to make you happy.<\/p>\n\n\n\n

If you\u2019re<\/em> an Accommodator, 1) don\u2019t sacrifice your reasonable objections because you\u2019re afraid of conflict. Remember, most good decisions are borne of conflict and discomfort. Lean into it and avoid negotiating with yourself. Also, 2) avoid excess chitchat, especially if you\u2019re face-to-face with a non-Accomodator. As you\u2019ll see below, Analysts will want to get straight down to the facts, while Assertives want to be the ones doing all the talking instead of listening to you. <\/p>\n\n\n\n

Style 2: Analysts<\/strong><\/h3>\n\n\n\n

These are methodological and diligent people. They want to assess all the facts before committing to a decision. <\/strong>As a result, they\u2019re fairly unconcerned with time and less likely to be pressured by deadlines.<\/p>\n\n\n\n

Analysts can be uncomfortably distant and cold, because they\u2019re focused more on the results of a negotiation than on forging a human connection<\/a> with their counterpart. They see you<\/em> and the negotiation with you<\/em> as completely separate entities.<\/p>\n\n\n\n

When dealing with an Analyst, use clear, unambiguous data to back up your assertions. Don\u2019t ad-lib, and avoid giving them any surprises. Also, don\u2019t ask too many questions, even calibrated questions. Analysts will tend to not answer them until they have all the information they feel they need to respond: they\u2019ll just treat your questions as just more data to analyze, which will take up a lot of your time.<\/p>\n\n\n\n

 <\/strong>If <\/strong>you\u2019re<\/em><\/strong> an Analyst, don\u2019t cut off your most valuable source of info: your counterpart.<\/strong> You\u2019ll learn more from creating some empathy and connection<\/a> with them than you can from all of your external research and number-crunching. Be sure to smile when you speak to put your counterpart at ease and get them to be more forthcoming.<\/p>\n\n\n\n

Style 3: Assertives<\/strong><\/h3>\n\n\n\n

Assertive is the most aggressive out of the three negotiation styles. Assertives<\/strong> hate wasted time and care a lot<\/em> about meeting and beating deadlines.<\/strong> <\/p>\n\n\n\n

They also tend to have an aggressive personal style and can\u2019t listen to you until they feel they\u2019ve<\/em> been heard. In short, they\u2019re the classic hard-bargainer, the sharks, the type of adversary that many rookie negotiators fear going up against.<\/p>\n\n\n\n

But you can use their aggressiveness and their need for tangible accomplishments against them. They\u2019ll be especially vulnerable to time pressures, since the biggest defeat to them is making no deal at all<\/strong>. If you can back them into a corner where they\u2019re facing a deadline, you\u2019ll be in a great position to dictate the terms. <\/p>\n\n\n\n

Fundamentally, you need to put an Assertive at ease and get them feeling in control. Use a mix of labels, mirrors, and calibrated questions to prompt a \u201cThat\u2019s right\u201d from them. This shows them that you see and understand their worldview and gives you credibility (without them feeling like they\u2019ve conceded something to you).<\/p>\n\n\n\n

Mirrors are particularly effective with Assertives. They love hearing themselves talk, so hearing you mirror what they\u2019re saying will boost their ego and convince them that you\u2019re listening. <\/p>\n\n\n\n

If you\u2019re<\/em> an Assertive, watch your tone and use calibrated questions to make yourself more approachable. Remember, browbeating your counterpart into concessions can backfire: they might just be agreeing with you because they\u2019re intimidated by your aggressive style and won\u2019t actually be able to implement the terms.<\/p>\n","protected":false},"excerpt":{"rendered":"

How do you identify your negotiation style? More importantly, how do you identify your opponent’s? What negotiation styles are there? The three negotiation styles are accommodating, analytical, and assertive. The key to a successful negotiation is, then, knowing how to approach each of these styles in consideration of your own. We\u2019ll cover advice on how to deal with different negotiation styles, and tips if you are that style.<\/p>\n","protected":false},"author":7,"featured_media":23353,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,9],"tags":[185],"class_list":["post-23150","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-psychology","tag-never-split-the-difference","","tg-column-two"],"yoast_head":"\nNegotiation Styles: One Size Does not Fit All - Shortform Books<\/title>\n<meta name=\"description\" content=\"There are 3 negotiation styles. 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