Click on the negotiation type that corresponds with your style to read more:
The “Amiable” negotiator
Negotiators who use the Amiable style have a strong need to feel recognized and valued in the negotiating partnership.
Amiables:
- Have a strong concern for relationships.
- Focus more on feelings, less on facts.
- Have a need to be liked.
- Ask many questions and may at times appear unfocused.
- Negotiate in a manner that builds relationships.
- Are trusting.
- Are typically a good listener.
- Feel comfortable sharing personal issues and concerns.
- Work at a steady pace, don’t like to be rushed.
- Have a strong desire for harmony.
- Amiables are focused on the relationship with their counterpart.
The “Driver” negotiator
Drivers are results-oriented and focused primarily on the bottom line. Below you will find Driver characteristics.
Drivers:
- Have a strong concern for outcomes; consider any relationship with the counterpart as secondary to the outcome or final result.
- Are focused more on facts, less on feelings.
- Process information quickly; have little need for explanation or detail.
- Are impatient.
- May view your negotiating counterpart as an adversary.
- Have a strong need to win.
- Are self confident and assertive.
- May at times appear domineering and aggressive.
The “Analytical” negotiator.
True Analyticals methodically explore all options, leaving no stone unturned in their quest for a fair and economical outcome. During negotiation, they can appear cautious and reserved.
Analyticals:
- Have a strong need for timely, accurate, detailed facts and the negotiation.
- Are uncomfortable about bringing personal feelings into the negotiation.
- Process information slowly.
- Are economical.
- Can be unemotional and difficult to “read.”
- Are logical and organized.
- Are highly principled.
- Speak slowly and directly.
- Are cautious and detail-oriented.
- Ask many questions.
Blend of Different Negotiation Styles
Blends are people who have no clear preference for one style, but use a combination of styles.
Blends:
- Are personable and social.
- Tend to be flexible and adaptable.
- Enjoy humor-may take business a little less seriously than other styles.
- Are creative and open to change.
- Are team players.
What Does My Score Mean?
In many cases, your score may indicate a clear preference for one style. Another way to interpret your score is to say that the higher your score is in a particular style, the greater your “comfort zone” is when you are operating in that style.
People often ask which style is best for negotiating. We emphasize that no one style stands out as superior. Competent, confident negotiators are typically aware of two important factors before going into a negotiation: (1) the style they are personally most confident using; and (2) the style their counterpart most prefers. Experienced negotiators know that people will predictably use the style that is most comfortable for them. They realize that their counterpart’s “comfort zone” has developed through a lifetime of interactions with others and learning what works and what doesn’t.
Being able to identify a counterpart’s preferred style and adapt your own style accordingly can be incredibly helpful in building productive relationships. Now that you’ve learned about your own style, look through the other styles for the characteristics that will help you identify your counterpart’s preferred style. This will set you on the right track to creating a win-win negotiation and building a relationship where both parties will want to enter negotiations again.
