04/ 18/ 2006
by Vicki Gerson
Negotiation is an art. The key to mastering it is using the right negotiation style on the right person. Knowing which style suits which type of customer or client can help you make the sale, close the deal or diffuse a tense conversation.
You may need to practice different negotiation styles with a mentor, business associate or friend. If your persuasion tactics clash with the person you're negotiating with, chances are your discussion will end unsuccessfully.
Here are four common negotiation styles used in business:
Arguing the point
In your business dealings, you've probably met an analyzer. This is someone who focuses on logic, shows no emotions during discussions and sticks to rational arguments. Expect this person to prioritize outcomes and refer to printouts of data backing up his or her statements.
To negotiate successfully with an analyzer, you also need data backing up your position. Make sure that your information comes from a reliable source or study. Follow every point with a counterpoint. Make your position sound logical and list outcomes in order of priority.
Seeing the outcome
Whether it be running a race or climbing the ladder to district manager, some people are achievers who focus on the outcome. Achievers like to control their own destiny; they like to plan their way to success and are willing to work hard to achieve their goals.
When negotiating with achievers, focus on positive outcomes. If you're trying to sell a product, for example, talk about how the company will become a leader in its territory by purchasing it. If you want them to sign a consulting contract, remind them that all computers will be networked in 30 days.
Hearing a new idea
A motivator focuses on creativity and encourages imagination and out-of-the-box thinking. This person doesn't have to get all of the credit for the job. A motivator works well with others and enjoys collaborating.
When negotiating with a motivator, develop creative ideas. When trying to sell a service or product to this type of person, think of unusual ways it could benefit the company.
Grasping the benefit
Mediators don't like conflict. They will listen carefully to the arguments and positions you present. They seek mutual benefits from doing business and tend to make decisions with the input of others.
Mediators will listen intently to your reasons why they should buy a product or invest in a service. But in order to be successful in your quest, this individual must see the benefit for the company. When trying to persuade a mediator, point out those benefits.
