In the sales world, there are several types of negotiators, each with their own approach, habits, and tools. Negotiations with different companies usually call for different types of negotiators. The “people pleaser” tactic might not work on someone who wants to play hardball. Therefore, the key to understanding how to customize your negotiation skills is to first determine the type of negotiator you naturally are. Find out which negotiator type you are, and hone your skills.
Competitors are assertive and in it to win. In fact, winning is the main goal and motivator for this negotiator type. They have no qualms letting you know when you are wrong and they are right, and they know their decisions are the best ones. These types of negotiators work best in “quick, on your feet” scenarios where a fast decision is paramount. They are also helpful to have in a tough situation, where they may need to defend themselves or protect against others who might try to take advantage. If you are negotiating with a competitive type, use specific language and “tricks” to make them feel like they are winning, even if they are not.
Pleasers love to feel liked and want to make others happy, too. They are unassertive and very cooperative. They thrive off of solving other people’s problems, often at the expense of their own needs. They know how to admit when they are wrong and will do so if it is important to the other person. The pleaser is a great asset to have when negotiations start to go sour; they are experts at mitigating disruption. However, it is important to not get too emotional, as this can lead to an assertive negotiator taking advantage of the situation.
The teammate loves to work in conjunction with others to find a creative solution that benefits everyone. These negotiators are confident in their assertiveness and the epitome of cooperation. Teammates look at a disagreement as a challenge to learn something new and find a resolution. They are great for negotiations involving opposing viewpoints or when merging two perspectives together is critical.
Analysts like to sit back and drink in all the details before coming to a decision. At times, their unassertiveness and uncooperativeness can come across as aloof. They tend to avoid negotiations or will withdraw if a situation starts to heat up. If you are entering into a negotiation where you want to get more details, the analyst is a handy person to have. His or her perceived aloofness will get the other side to divulge information, so you can make an informed decision.