If you guys are current with my posts, you know that last post I discussed negotiation styles. In this post we will explore how to negotiate with each style. It is important to do some research to discover which style the person you are negotiating with uses. Looking at his/her past engagements and business resume will be helpful in this situation. After identifying their style try and implement the following strategies to get what you want out of a negotiation.
When dealing with someone who uses the factual style it is important to be precise in presenting your facts. Refer to the past in which the discussed areas have already been proven to work, a business precedent if you will. Be indicative. In other words go from the facts to the principles not vice versa. Also know you dossier and all of its aspects and details. Knowing your record will let you bring more fruitful points to back up your side of the negotiation. Lastly, make sure you document what you say. This can be of huge help when you get further along the process and need to site an aforementioned dialogue.
Dealing with someone who negotiates with an intuitive style is a bit different. You need to focus on the situation as a whole, win the war. Also, project yourself into the future, look for future opportunities. If you are stuck at some point in the negotiation process, tap the imagination and creativity of your partner. You also need to be able to get a good read quickly, build upon the reactions of the other person and you jump from one idea to another.
Using logic when negotiating with a analytical style person. Look for such cases of cause and effect. Connectivity between these elements in important, learn how to analyze the relationships between the various elements of the situation or problem at stake. Also, expect the negotiation to take longer if the person is analytical. Everything will need to be thoroughly thought out. In order to reach a final agreement, analyze various options with their respective pros and cons.
Building a relationship with someone who has a normative negotiating style is crucial. Do this at the onset of the negotiation as it will build your credibility. Show your interest in what the other person is saying in order to demonstrate your interest. Like any negotiation it is also important to recognize his or her values and adjust to them accordingly. More so than any other style, you can appeal to these persons emotions in the negotiation. Be ready to compromise and don’t forget to read their feelings and react to them.
Again, I cannot strive enough to point out, do not tell the person you are negotiating with when you have to leave. Knowledge is power, and with this knowledge they know if they wait you will get more desperate and they will ultimately be able to take advantage of you.
Next time you negotiate try and implement some of these strategies to help gain yourself some extra leverage!