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Negotiations
Training
Dealing
with Competitive Personalities
Negotiation Personalities: Competitive
We've all worked
with those people who think everything
is a competition. Whether competing
with other colleagues for a bonus or an incentive program, arguing
their point until they're blue in the face or simply enjoying
the thrill of a sale, these people are always out to win. Generally,
their personalities are such that it makes it easier for them to
compete. They are engaging and friendly and often will talk your
ear off. They are the type of people many enjoy knowing and, at
the same time, are also the ones that many avoid like the plague.
Why? Think about where you would deal with these people. Some are
managers who truly expect the most out of their team. Others are
sales
reps, constantly looking
for a new angle or a different way to sell.
They like
to win. That makes Competitive
negotiators interesting individuals with whom to negotiate.
They can be quite persistent and, while not necessarily mean-spirited,
very focused on getting the best deal for themselves or their company.
Competitive negotiators tend to:
- Look for
ways to beat "the competition", be it internal or external
- Achieve self-imposed
goals or levels of achievement
- Beat externally
imposed goals such as productivity numbers, quotas and other measurements
- Look to make
a name for themselves and receive recognition
- Compete just
because they can. They love the thrill of the chase... the contest
that pits them against colleagues or outside competitors
Unlike Chargers,
who are so focused on wielding
power and influence that they damage relationships and smash
some china along the way, Competitive negotiators are more task
and goal-focused. They have a target in their sights and they're
aiming for a bullseye. While their personalities are such that they
are easier to deal with and more congenial, they are still looking
out for ways to get the best end of a deal. I
Some DOs and
DONTs of dealing with a competitive negotiator include:
DON'T...
- Be uncertain
during
a negotiation
- Fail to keep
promises or commitments
- Lose sight
that you have specific
goals you need to achieve
- Ignore the
relationship
- Waste their
time
DO...
When you boil
it all down, while this type of negotiator is trying to get the
best deal, they generally have friendlier personalities and a relationship
can go a long way.
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