Three Personality Types to Understand for Negotiating a Favorable Outcome
By Christopher Levarek
“In business as in life, you don’t get what you deserve , you get what you negotiate.”
- Chester L. Karrass
Negotiation is an integral part of real estate. Throughout the acquisition process and even into renovations, a variety of key elements are being discussed and negotiated. Deals can be made and deals can be ruined by the negotiated terms.
According to Chris Voss, a retired FBI negotiator and master at the craft, there are three main types of personality types in any discussion. At the closing table, understanding what type of person is on the other side becomes key to reaching a favorable outcome.
Let’s dive into these three personality types and the strategies associated with each:
The Analyst
This personality type is methodical and diligent. They work from data and will take the time it takes to have all the data they need to make a decision.
They do not like being surprised nor jumping to quick decisions or counterproposals. An analyst “will often speak in a way that is distant and cold instead of soothing”, says Chris Voss.
When negotiating with an Analyst :
Allow time in the meeting for the analyst to think and respond to any question or proposal
Be prepared and use clear data to drive your points home
Use labeling, another negotiating technique defined by Chris Voss, which uses phrases such as “It sounds like….” and “It seems like….is important to you” to better emphasize key points and relate to the speaker.
The Accommodator
This personality type is typically sociable and interested in building the relationship. As long as there is communication, the accommodator is happy and often, time, can be a non-factor in the discussion.
“If your counterparts are sociable, peace-seeking, optimistic, distractible and poor time-managers, they’re probably Accomodators”, states Chris Voss. They will often yield a concession in order to appease and hope the other side does the same or reciprocates.
Techniques for negotiating with an Accomodator :
Be social and friendly
Listen to them and build rapport
Use calibrated questions or questions that start with “How”, “What” and sometimes Why” to draw out the decisions on implementations and ensure action is taken.
Example :
- How are we supposed to do that?
- What makes you ask?
- etc.
The Assertive
The third personality type is the Assertive. This person is often the one most pictured when one thinks of negotiating and often portrayed in the movies. These types love winning and value it above all else. They view the business relationship simply as one of respect.
They want to be heard and most likely will not listen to counterparts until they feel their point has been communicated and received. For assertives, “getting the solution perfect isn’t as important as getting it done”, says Chris Voss.
How to Negotiate with an Assertive type :
Focus on what they have to say
Limit silence as this can be construed as anger by the Assertive type. Keep up the communication.
Use mirroring, repeating back the last few words of a sentence to demonstrate understanding, or calibrated questions to best respond and communicate with an Assertive type.
- Example (Mirroring) : “I really am not interested in drawing this out and am looking for a fast closing.” - Assertive person
“So you are looking for a fast closing…”
In Final
Negotiation is an art and one that takes constant practice. We recommend picking up a copy of “Never Split the Difference”, by Chris Voss and make efforts to incorporate the knowledge into your daily conversations.
Continuing to work on your negotiating skills will only ensure that they are well-honed for the next opportunity at the closing table. Invest Smart!