Posts Tagged "negotiation"

How Your Personality Type Affects Your Negotiation Style

Posted on January 24th, 2018 by The Learning Factor

Negotiation is a scary thing. Whether you’re a college grad advocating for a salary bump for the first time, or a seasoned employee who needs to convince their bosses to allocate a bigger budget for training and development–it’s a situation filled with nerves, personality clashes, egos, and uncertainties.


Yet it’s something that all of us have to do, and the only way to do it successfully is if we know how we can leverage our strengths as best as we can in the situation that we’re in. Fast Company reached out to negotiation experts to learn how our personality traits can affect our negotiation styles, and why a collaborative “win-win” approach isn’t always the most effective.

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A collaborative approach isn’t always the best option.

The Personality Traits of Good Negotiators

Posted on August 9th, 2017 by The Learning Factor

Although there are hundreds of books about how to negotiate more effectively, the advice they offer is often difficult to apply, for three reasons. First, there are just too many contextual specificities underpinning each negotiation, such that one size does not fit all. Second, the effectiveness of each strategy is partly dependent on the personal background of the negotiators — who they are, what they want, and how they connect. Third, many of the factors determining the outcome of negotiations are more emotional than rational, which requires a deep psychological understanding of the people involved.


Luckily, personality research provides valuable lessons in predicting an individual’s ability to negotiate effectively. Some traits are clearly indicative of good negotiation potential, while others are more of a handicap. That isn’t to say people can’t get better at it, but their success will depend on their ability to understand their own and the other party’s personality.

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Emotional intelligence tops the list.

Always Settling In Negotiations? This Strategy’s For You

Posted on September 9th, 2016 by The Learning Factor

There’s a huge emotional component that each of us brings to negotiations, whether we realize it or not. And the ability to recognize those feelings and manage (not repress) them is as critical to your success as being able to calculate costs and nail deadlines. When you lack that self-knowledge, you risk selling yourself short or caving too easily in high-stakes discussions.


Instead of really calculating a rate that lets us profit from our work, we often agree to the amount we think will get the contract signed and meet our immediate financial needs.


In every instance, we succumb to an unacknowledged panic—an emotional reason to accept less, not a rational one. Beating that impulse means mastering our feelings.



How can you protect yourself from your own worst impulses? Two hours before your meeting, do this exercise:

  1. At the top of a page, write down the price you require in order to profitfrom your work—not just break even.
  2. At the bottom of the page, draw a firm line.
  3. Back at the top, below your profit price, list all the possible objections you can think of. (There’s usually a multitude, and while I haven’t heard all of them through my career, I’ve heard some doozies.) Your task now is to list every single one you can imagine, including anything as ridiculous as the one I got years ago: “My brother-in-law will do it for a case of beer.”
  4. Then list how you’re going to respond to every single one of those objections. And, yes, you can write, “Sounds like your brother-in-law is an alcoholic!”—though, of course, you’ll never say it.
  5. Finally, on the bottom line, write your price again. Because your price is the bottom line.

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If you’re afraid of caving, this strategy can prepare you to stay firm before you sit down at the negotiating table.

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