Which Negotiating Style Are You?

There are as many styles of negotiation as there are people: however most of us fit into one broad category of how we prefer to tackle the challenge of negotiation (or even think of it as a challenge). Some people thrive on getting what they want without compromise; others will give too much too soon. There is no "best" style of negotiation because it always depends on the nature and circumstances of the deal on the table. But you CAN analyse your own style and weigh up whether you should try to be more competitive, flexible or collaborative in your negotiations. Which style are you?

Avoiders - the ostrich

An ostrich will dig its head in the sand at the first sign of trouble, and that's exactly what avoiders do when it comes to the art of negotiation: they'd just rather not do it. Whether it's a lack of self esteem or confidence, or a preference to not rely or ask others for help in any way, shape or form, the avoider doesn't want to enter into any negotiation and would prefer a working life devoid of such activities. If this is you - you have to realise that negotiations are not always a hard-edged, fierce part of business, although one thing is true: they are inevitable and you cannot avoid them.

Pleaser - the puppy

The puppy will roll over on its back and do the bidding of whoever is asking. If you're a pleaser, you give too much away on your "side" of negotiations to the point where the balance is tipped firmly into the lap of the other individual. It's like a job interview where you are so desperate to get a position, you'll accept a salary below the breadline to do it - you'll roll over on your back and do anything to please them. This is a position of weakness in negotiations, and it also loses you respect in many circles. Being a pushover will not always win you adulation. You might be easy to get on with, but nobody is going to put you in a business position with much responsibility as they know you'll back down. Rise up and tip the balances your way - don't give too much, too soon in your negotiations.

Compromiser - the owl

The owl is wise and considers all options before making a decision. There are some wise owls in business: those who do not use aggression, force or assertion to get their way, but will be willing to reduce their bottom line on one element of the negotiation if it gives an advantage in another. For example, if you were selling metals, you could offer a hugely cut price on silver if you were promised a minimum order on gold. It's weighing up all options for them being mutually beneficial that the owl is good at. Sometimes though, the negotiations with a compromiser can go on for extended lengths of time. If it's a quick decision you're after, the compromiser may not be able to reach it.

Collaborator - the monkey

The monkey cannot operate alone and always belongs to a clan, or team. So does the collaborator in business. It's a case of you scratch my back, I'll scratch yours. This is a common technique in business and a good one for the art of negotiating. It means that if one party makes a concession, you can make one in return for a desirable outcome. It's not exactly a compromise, as you might still be getting exactly what you want, but then so does the competition. The downside to this style is that it always means a trade - if you ever need a negotiation where you want more than the other party is prepared to give, a more forceful, competitive style can sometimes be the only way to get the result.

Competitor - the shark

The shark is the loner of the negotiation world. We all know someone who has the competitive angle in negotiations: that is, no compromises, or the deal is off. This style only works if you have the most bargaining power to begin with. Coming from a position of weakness, this will lose you friends, colleagues and business very quickly. Although sometimes an advantage to never take "no" for an answer, it limits your options and makes you less approachable. Sharks ought to learn from monkeys and owls to tone down their competitiveness and blunt that sharp, aggressive edge to make them easier to get on with in business.