The ability to negotiate is a critical skill in any industry. However, it is no easy feat to come to a mutual agreement when parties have conflicting ideas. One key factor that can influence the success of a negotiation is the personality types of the individuals involved in the negotiation. People can have very different communication styles, preferences, and behaviors and these can impact the way they approach negotiations. For this reason, it is important to be aware of these personality types so you can adapt your negotiations accordingly.
Common Personality Types
There are several personality types that will most commonly emerge in negotiations. One type is the assertive personality, in which the person tends to be confident, direct, and competitive. In contrast, you may have the passive person, who tends to be quieter, more accommodating, cooperative, and empathetic. There are also analytical individuals who are logical and detail-oriented and focus heavily on facts and data. You may also encounter the expressive individual, who is outgoing, creative, and persuasive.
How to Negotiate with Different Personalities
Assertive: When negotiating with an assertive person, you want to come prepared and armed with information. Furthermore, you want to be firm and confident in your approach. These individuals respect strength and appreciate direct and honest communication. It is important to present your case clearly and confidently, while also standing your ground when necessary. However, you also want to actively listen to their needs and concerns and be respectful of their opinions.
Passive/Accommodating: When negotiating with someone who is more passive and accommodating, it is important to approach the conversation with empathy, patience, and kindness. You should also be prepared to collaborate with them to find mutually beneficial solutions. It is also important to show appreciation for their perspective and acknowledge their collaborative efforts.
Analytical: When negotiating with analytical individuals, it is important to be organized, logical, and detail-oriented. These individuals appreciate facts, data, and evidence presented in a structured format. It is important to provide evidence to support your proposals and demonstrate patience while they take the time to process and think through the decision.
Expressive: When negotiating with expressive individuals, it is important to engage them with creativity and enthusiasm. These people appreciate a genuine passion as well as an interactive and dynamic approach. Use stories, humor, and emotion to capture their attention and make your case.
Learning to adapt your negotiating style based on personality can help you build rapport, establish trust, and achieve more successful outcomes. By tailoring your strategy to better align with their personality traits, you can connect with the other party and navigate the negotiation more effectively. If you want to elevate your negotiation skills, learn these tips and more at one of our Negotiation Training courses. Call today to learn more about courses and how they can help you reach your negotiation goals!