The Assertive negotiator is the most competitive style and the most important thing for you is to “win” and want results.
You are often blunt, very direct, frank to the point of being harsh. The assertive generally lacks empathy and sees time as money. They get big victories early on, but then burn people out. This type canultimately push opportunities, relationships and people away.
Everyone does need to be able to assert on their own behalf though.You can’t be a good business partner if you don’t let other people know whatyou need out of a deal. “Hoping” others guess what you need, instinctivelyintuit what you need, or give it to you out of benevolence is not a good longterm survival strategy.
You also have to be able to say “no”. Assertives are good at saying “no”.Everyone needs to be able to express “no” in order to keep from getting takenhostage and destroyed in a deal. The assertive is generally the best at this.Some might think this style is good for “one-off” negotiations. The problem is“one-off” negotiations are in reality rare. Not quite “unicorns”, but almost.People that you “beat” are pretty much always still in your world and thereforein a position to affect your life negatively given the opportunity.
The Analyst negotiator is also “win” oriented, but not “in-your-face” as much as the assertive. These people love data and detailed preparation. Their view of time is “as long as it takes to get it right”. They may come across cold and distant. They try always to be prepared, or they won’t talk to you until they are.
Their fear of getting caught off-guard can keep them from getting to the negotiation table before they should.
They have a good understanding of the need for a solid, implementable deal.
The Accommodator is relationship oriented and the most likable negotiator. Being likeable is a great asset, needing to be liked is a great vulnerability. I’ve heard Stuart Diamond (author of Getting More) say people are six times more likely to make a deal with someone they like. (I believe him.) This is no small edge.
Because of a desire to have a good relationship, Accommodators can find themselves either getting pushed around or not making good implementable deals.Both the Assertive and the Analyst eventually figure out that being as pleasant to deal with as the Accommodator will increase their deal-making ability and learn to copy it.
Being likeable and intentionally applying the emotional intelligence of empathy (tactical empathy) is the best overall approach. Think implementation through, be prepared to express “no”, look for great long-term relationships and you will be the most successful negotiator under the widest variety of situations that you can be.