Negotiator personality types can be analyzed using two dimensions, emotion and assertiveness. A two-by-two matrix that outlines the different negotiating personality styles as defined by emotion and assertiveness.
There are four types of negotiation:
- Competition / Driver (I win, you lose) / Lion /
- Treat you as an adversary (Enemy)
- Compete to win
- Limited buying option
- Fast decision
- Tough style
- Dominant
- Aggressive
- like control
- Take it or leave it
- Collaboration / Analytical (We both win)/ Beaver
- Treat you logical
- Think win –Win
- Many buying option
- Slow to decide
- Number style
- Analytical
- Conservative
- Issue oriented
- heartless(Non emotional)
- Need a lot of information
- Accommodation / Amiable (You win) / Golden retriever
- Treat you friendly
- Win-Win
- Many buying options
- Long decision
- Warm style
- Relationship oriented
- Supportive/ Cooperative
- understanding
- people oriented
- Compromise / Expressive (You give, I give) / otter
- Treat me friendly / Dramatic
- Give and take
- Many options
- Fast decisions
- Dealer style
- Flexible
- Goal oriented
- Compromising
- Opportunistic
