3 Negotiator Types

Negotiation skills are among the most the crucial for a freelancer. They will determine whether you are going to do your work for the bare minimum to survive or earn the highest fees on the market according to your expertise.

Today we’ll tell about 3 negotiator types. Knowing this information and applying it will allow you to win your next client-freelancer interview and make sure you work on your terms instead of agreeing to an inconvenient compromise.

There are many different types of people in this world, but there are only 3 negotiator types.

Analysts, Accommodators, and Assertives. The best negotiators incorporate characteristics of all three types into their strategy and know how to shift their communication style to better fit their counterpart. This short guide was made by the negotiation expert from The Black Swan Group Chriss Voss.

1. Analyst

They see themselves as realistic, prepared & smart. Others may see them as cold & standoffish.
They care about acquiring facts and info. For them time = preparation & silence = time to think.
They only give up things they’ve already thought long and hard about. But when they receive first, they think it must be a trap.
The best tools with then in negotiation are using data and defining what they think in clear labelling terms. Use data to explain your reasons. If you need to disagree, then use data comparisons.
If you need to get them back to the table, show them you’re ready to get something accomplished.

2. Accommodator

They see themselves as personable, conversational, relationship focused. Others may see them as Friendly & too talkative.
They care about building relationships. For them, time = relationship building, but silence = upsetting, indicates anger.
They are most likely to give something up first. Their giving isn’t motivated by receiving. If they receive something first, then they are flattered and take it as confirmation of a positive relationship.
The best tool for them is keep asking calibrated question focused on implementation that start with what & how. It will make sure that any agreement you come to has actually a plan on how to implement it. Using questions instead of statements, will also make them believe that it was their plan all the way.
If you want to get them back to a negotiation, an apology (“I’m sorry” is mandatory).

3. Assertive

They see themselves as honest, logical & direct. Others may see them as emotional, aggressive & harsh.
They care about being heard. For them time = money & silence = opportunity to speak more.
The best tool to use with them are aimed at making them understand that you hear their point of view. Use summaries of what they’ve said, repeat their last words like a mirror, as them questions to let them explain their point of view more.
Giving is hard with Assertives: Give them an inch, and they’ll take a mile. And if they give up something, they are counting the seconds until they get something of equal or more value.
If you need to get them back, any invitation to re-engage into a conversation will work.

If you can identify which of the 3 negotiator types you’re dealing with, you can tailor your communication strategy to make them feel more comfortable, understood, and in control. Doing so will ultimately help you earn their trust and learn what you need to know to influence their thought process.

Download the whole guide here on the Black Swan website.