EFFECTIVE NEGOTIATION: THE FOUNDATION OF SUCCESS (Part Three)

Five Types of Negotiators

Now that you're acquainted with negotiation skills and have grasped some fundamentals for enhancing your professional value let's delve into your negotiator personality type. Among the five negotiation persona types, where do you see yourself?

While various sources may use different labels for each persona, and some negotiators might identify with more than one category, exploring each type will offer insight into yourself and your team.

1. THE DOMINATOR (COMPETITOR )

Slogan: No gree for anybody

The Dominator is focused on winning, showing little interest in mutual benefits and displaying aggression without hesitation. Their main drive is achieving victory in negotiations, making them the most aggressive negotiators, often becoming defensive.

Despite their strengths and weaknesses, they excel in defending against attempts to exploit or in fast-paced negotiations that require quick thinking.

Characteristics of Dominator Negotiators:

• Comfortable with conflict
• Enjoy debating substantive issues
• Poor listeners
• Direct and impatient
• Perform well under pressure
• Prone to manipulation and lies
• Strained relationships

Practical Techniques for Dominator:

Dominators are comfortable using risky leverage tactics like walkouts, threats, ultimatums, and bluffing to achieve their goals. Standing firm on principles and addressing leverage directly are effective strategies when dealing with a Dominator.

2. THE DIPLOMAT (COLLABORATORS)

Slogan: United we stand, divided we fall.

Diplomats invest time and effort into finding mutually beneficial outcomes. They prioritise meeting both parties' needs through value-driven proposals and are valuable negotiators in various environments.

Characteristics of Diplomats Negotiators:

• Aim to provide value to both sides
• Willing to collaborate
• Patient and empathetic
• Strong communicators
• Driven by trust

Practical Techniques for Diplomats:

Diplomats excel at building long-term relationships and actively finding creative solutions. While they may struggle in negotiations solely focused on deriving maximum value, they are respected for their listening skills. Overcoming the urge to fight or flee under pressure is a significant challenge for Collaborators.

3. THE DECIDERS (COMPROMISERS)

Slogan: No winner, no vanquish

Deciders are willing to compromise and usually bargain, but competitors can exploit them. They focus on a common ground for all parties.

Characteristics of Decider Negotiators:

• Trusting and rational
• Knowledgeable but passive
• Quick to make decisions

Practical Techniques for Deciders:

Deciders excel when dealing with trustworthy parties and adhering to deadlines. They must guard against the Dominator's exploitation and focus on negotiating with a solid rationale.

4. THE DEFLECTORS (AVOIDERS)

Slogan: God sees my heart. God will fight for me

Avoiders shy away from conflict and prefer to defer to others, often struggling with communication. They may become vengeful if their desires are not met.

Characteristics of Deflectors Negotiators:

• Quiet and passive
• Aversion to direct conflict
• Poor communication skills
• Read my mind

Practical Techniques for Deflectors:

Avoiders are best suited for trivial matters but are generally the weakest negotiators. Improving their communication skills and helping them become more comfortable with conflict can enhance their negotiation abilities.

1. THE DEVOTEES (ACCOMMODATORS)

Slogan: He/she will change one day.

Devotees prioritise preserving relationships over maximising value, often giving in to maintain rapport. While skilled in communication and well-liked, they can be easily taken advantage of in high-pressure situations.

Characteristics of Devotees Negotiators:

• Good communicators and peacemakers
• Compassionate and excellent listeners
• Sacrificial and generous
• Prone to abuse

Practical Techniques for Devotees:

Devotees help repair relationships but should refrain from leading negotiations, especially against Competitors. They should use intermediaries and mediators. With training, they can develop into effective collaborators.

Understanding one's negotiation style and those of team members is crucial for leveraging strengths and mitigating weaknesses. Developing negotiation skills involves identifying areas for improvement and implementing strategies accordingly.

Mastering the art of negotiation requires a combination of skills, techniques, and mindset. To become a proficient negotiator, you must keep the following tips in mind:

• Know yourself and the other party inside out.
• Be an attentive listener and show patience.
• Remember and use the three crucial elements of negotiation: Time, Information, and Power.
• Be ready to compromise, if necessary, but never give up your position quickly.
• Always prepare thoroughly before the negotiation meeting and do not leave any stone unturned.
• Pay close attention to timing during the negotiation meeting and take control of the situation.
• Always ask relevant questions to learn more about the other person’s stance and be ready to challenge their assumptions.
• Do not let your ego ruin the negotiation; stay focused on the end goal.
• Always be ethical, stick to your principles, and do not compromise on your values.
• Make sure to offer, gain commitment, and build trust with the other party.
• Make sure to close each negotiation with confirmation of the agreement reached with the other party, and do not leave anything to chance.
• Do not take any arguments presented during the negotiation personally, and stay objective throughout the process.

Ultimately, negotiation is not just about reaching a deal. It's about building long-term relationships and achieving sustainable outcomes. With practice and dedication, anyone can become a proficient negotiator. So, go ahead and use these tips to your advantage and become a master negotiator.

Temitope Jegede,
June 7, 2024