The
Competitor
The Competitor wants to clearly come out on top. They see negotiations as competitions and they go for the win. Some win by playing big and fair, some win by playing dirty, but win they do. Winning to them means that someone else is loosing.
Win – Lose
Goal
Winning
Traits
→ Goal oriented
→ Competitive
→ Vengeful
Strengths
Will maximize their end of the deal.
Will fully engage in the negotiation.
Plays to win.
Weaknesses
Makes the other party feel bad about the outcome of the negotiation.
Burns bridges to win the game.
The
Mediator
The Mediator focuses on diplomacy and making sure that the people they engage with are heard and seen. While focusing on the process of representation mediators forget to represent themselves. They end up creating negotiating on behalf of the other party.
Lose – Win
Goal
Harmony
Traits
→ Diplomatic
→ Accommodating
→ Removed
Strengths
Will build good relationships with their counterparts.
Will fully understand their counterparts.
Weaknesses
Will never get what they want.
Only focused the others.
Forgets the dance of give and take.
The
Relator
The Relator approaches negotiations with curiosity and an open mind. They continuously strive for a mutually beneficial agreement. Relators are good communicators and listeners that want to fully understand their counterparts.
Win – Win
Goal
Relationships
Traits
→ Collaborative
→ Curious
→ Facilitating
Strengths
Understand the other party's perspective.
Focused on the joint outcome.
Builds solid relationships.
Weaknesses
Need to extra time for preparation and communication.
Can overcomplicate things and loose sight of the original intent.
The
Compromiser
The Compromiser actively dislikes negotiating and their primary need is for the the negotiation to end. They are submissive and tend to agree with the other party instead of engage in a back and forth. They don't share much of their own wants and needs.
Loose – Win
Goal
Escape
Traits
→ Avoidant
→ Anxious
→ Submissive
Strengths
Will appear non threatening to the other party.
Will almost always get a deal.
Weaknesses
Will always get less than they could. Acquiesce to deals they cannot follow through on.
The
Pusher
The Pusher is always asking for one more thing, one more favor, one more action item. They continuously push the boundaries of the agreement both during and after the negotiation process. Pushers are keep changing the scope in their favor.
Win – Lose
Goal
More
Traits
→ Acquiring
→ Determined
→ Confident
Strengths
Get the most they can out of every negotiation.
Comfortable voicing their wants and needs.
Weaknesses
Burns bridges by asking for too much.
Does not consider the impact of their asks on their counterparts.
The
Individualist
The Individualist has a me first mindset that leads them to centering themselves in any negotiation. They only want to see to their own house and that is it. The individualist makes whatever demands they need of their counterparts.
Win – Lose
Goal
Me first
Traits
→ Self-serving
→ Egotistical
→ Narrow focus
Strengths
Makes sure they always get what they need from a negotiation.
Understand their own boundaries well.
Weaknesses
Doesn't make room for building trust or a relationship.
Too me focused to care about mutual benefits.
The
Corner Cutter
The Corner Cutter skips right to bargaining and forgets to actually understand the deal they are making. They are not interested in the niceties or getting to know the full picture. Corner Cutters come across as forceful and marches fast through the motions of negotiation.
Lose – Lose
Goal
Fast process
Traits
→ Hectic
→ Directing
→ Non-listening
Strengths
Saves time by skipping the step by step process.
Gets control by skipping steps, they hold the map.
Weaknesses
Does not understand the deal before trying to make it.
Often goes straight for the money.
The
Campaigner
The Campaigner has important motives that they don't share with their counterparts. They use manipulation as their preferred method persuasion. The Campaigner gets what they want by playing games with others.
Win – Lose
Goal
Upper Hand
Traits
→ Tactical
→ Sneaky
→ Manipulating
Strengths
Can get other people to work for them and adopt their point of view.
Always has an ace up their sleeve.
Weaknesses
Cannot persuade beyond the tactic of manipulation.
Often gets aggressive as the manipulation fails.
The
Intimidator
The Intimidator presents themselves as threatening in order to get what they want. They apply overt and covert pressure on their counterparts to get what they want. Intimidators are classic bullies and they only get what they want as long as the keep their image as powerful intact.
Win – Lose
Goal
Power
Traits
→ Bullying
→ Threatening
→ Forceful
Strengths
Can order other people to give them what they want.
Gets to hold the power both during and after the negotiation.
Weaknesses
Can only make deals with submissive counterparts who are supervised or scared enough to follow through.
The
Pity Party
The Pity Party shares their sob stories to get what they want. They expect to get the sympathy of the other party so that they can get the things they want. The Pity Party uses manipulation as their main negotiation tactic.
Win – Lose
Goal
Hand Out
Traits
→ Victim mentality
→ Manipulating
→ Sympathy gatherer
Strengths
Will get the goodwill of others.
Can ask for special consideration and get it.
Weaknesses
Often becomes dependent on their counterparts goodwill.
Do not consider how they can be of help as well as being helped.
The
Scattered
The Scattered keeps changing the scope and direction of the negotiation over and over. They appear to be more focused on outside forces than what is going on between them and their counterpart. They go into the negotiation without a solid plan and change their tactics as they go.
Lose – Lose
Goal
Ever Changing
Traits
→ Unfocused
→ Directionless
→ Reactionary
Strengths
Establishes an unclear goal for the negotiation.
Is often able to control the narrative and the process.
Weaknesses
Risk loosing the counterpart in the process since they don't even understand what the scattered wants or can offer beyond a mess.
The
Fisher
The Fisher does not share what they really want, they rely on vague comments to subtly move their counterparts in the right direction. They depend on the other party understanding their unspoken wants and needs. The Fisher finds it more important to keep their privacy intact than to ask for what they want.
Lose – Lose
Goal
Secrecy
Traits
→ Unfocused
→ Indirect
→ Reserved
Strengths
Comes across as undemanding as they do not make requests.
Centers their counterparts in the negotiation.
Weaknesses
Makes a slippery impression where the other party does not understand what they want and are waiting of the other shoe to drop.