The Negotiating Styles and How to Effectively Adapt to Each One Style on the Other Side Characteristics Adaptations Uses skepticism in an Don’t buy in! effort to create leverage Believe in what you do Questions service quality, Own the issues The Skeptic pricing, your Have corrective action commitment if necessary Trying to make you Have the facts defensive Don’t get defensive Warlike! Don’t be intimidated! Threats Try to forecast where Verbal attacks they will go. The Aggressor Also trying to make you What are the hot button defensive issues? Be prepared to refute with facts Strive for win/win Focused on terms & Know your legalese conditions The Litigator style Common style in new negotiators are almost deals always lawyers; they The Litigator Heavy emphasis on risk, respect knowledge. liability, privacy, security Know your bottom line on contentious clauses you go in to the before negotiation! Well prepared It’s simple take a page – Know exactly what they from their book! want Be as well prepared or Have researched the better prepared than The Statistician market they are you’ll have a – Can accurately evaluate great session! your pricing Firm, fair and very effective
The Negotiating Styles and How to Effectively Adapt to Each One Style on the Other Side Characteristics Adaptations The Skeptic Uses skepticism in an effort to create leverage Questions service quality, pricing, your commitment Trying to make you defensive Don’t buy in! Believe in what you do Own the issues Have corrective action if necessary Have the facts Don’t get defensive The Aggressor Warlike! Threats Verbal attacks Also trying to make you defensive Don’t be intimidated! Try to forecast where they will go. What are the hot button issues? Be prepared to refute with facts Strive for win/win The Litigator Focused on terms & conditions Common style in new deals Heavy emphasis on risk, liability, privacy, security Know your legalese The Litigator style negotiators are almost always lawyers; they respect knowledge. Know your bottom line on contentious clauses before you go in to the negotiation! The Statistician Well prepared Know exactly what they want Have researched the market Can accurately evaluate your pricing Firm, fair and very effective It’s simple – take a page from their book! Be as well prepared or better prepared than they are – you’ll have a great session!
Negotiating-Styles-Outline-in-Table-Format-Alan-Wheelock.docx