Mastering Negotiation Strategies and Personality Types

The Process of Negotiation

Each negotiation process is unique. These are the proposal phases that a negotiation may follow:

• Obtaining information: This is fundamental to achieving our goals. It is essential to know as much as possible about what the other party is willing to give and the minimum we want to achieve. The more information we have on the contrary, the more likely we are to achieve a better deal.
• Diagnosis of the situation: Analyze the strengths and weaknesses of both ourselves and our opponent. Consider the context in which the negotiation develops and who it favors.
• Assessment of bargaining power: Evaluate the power of both parties. Never reveal exactly what position we are in, showing as little as possible.
• Goal-setting: A distinction must be made between the goals you raise openly to the other party and the goals you are actually willing to accept. We must have a clear ceiling for what we are willing to give and lower limits for what we are willing to accept. Goals must be realistic; if they are not, it can break the negotiations, creating aggressive poses and other problems.
• Approach strategy: Strategy involves understanding the set of basic rules which ensure a proper decision at every moment. This should include an analysis of the expectations of the other party and take the timing of the negotiation into account.
• First steps: Focus on creating a positive atmosphere.
• Progress and consolidation: Know how to lead the other side to counteract or refute points, or at least avoid falling into potential pitfalls.
• Restructuring objectives: Provide evidence of a willingness to negotiate and request changes where necessary.
• Understanding zone: Identifying the area where both parties can meet.
• Agreement: A situation in which both parties agree to certain conditions. We can distinguish three types: submission, compromise, and agreement.
• Documentation of the agreement: The final step of writing the formal agreement.

Attitudes and Psychology of a Good Negotiator

A good negotiator should respect time by being punctual and maximizing efficiency. They must be flexible to reach an agreement, avoid conveying nervousness, and remain patient. Listening to the opinions of the individuals with whom we negotiate is vital. Regarding language, one should speak with correctness and propriety, maintaining a professional tone at all times.

Personality Types of Negotiators

• Authoritarian: They like to impose their positions regardless of whether the other party is satisfied.
• Distrustful: They are often indecisive when it comes to making decisions.
• Confiding: They may abandon key aspects that a negotiator with a different personality would never yield.
• Conciliator: Their main goal is to ensure everyone wins in the negotiation.
• Assertive: They defend their positions firmly but respect the other negotiators.