Negotiations
Training
Dealing
with Flexible Personalities
Negotiation Personalities: Consultative
Some people
just get it. Whether it comes to the way they deal with their employees
on a day-to-day
basis, how they interact with their colleagues about interdepartmental
projects or the way they manage conflict in the workplace, they
simply know the best approach to manage interactive communications.
Quite a few of us have had the pleasure of working for these types
of managers. They are fair
in their dealings and allow people to get their work done. In
general, their personalities lend them to act not only as a leader
but also as a mentor, seeking to find the best solution to difficult
situations. At the end of the day, when people point out who
they enjoy working with, these people tend to be at the top of the
list.
These people
are what we call Consultative negotiators. When we sit across the
negotiating table from them, we know we can expect and honest and
straightforward negotiation that
will be free from backbiting or unethical tactics. Studies show
that these individuals get what they want approximately 64% of the
time - this is much higher than competitive
negotiators and about eight times (!) higher than chargers.
They utilize a fair and objective approach to negotiations, seeking
to truly achieve a win-win
outcome without raking the other party across the coals. Consultative
negotiators tend to:
* Focus
on teamwork and group unity
* Seek to come to a common
understanding towards solving problems or issues
* Seek approval
* Enjoy building relationships with colleagues
and coworkers
* Utilize creativity to come up with solutions to problems
* Avoid rigidity
* Seek to get the best results while reducing conflict
* Look for a win-win outcome
* Provide honest and open communication
Some DOs and
DONTs of dealing with a consultative negotiator include:
DON'T...
- overlook
the
relationship
- put down
others or minimize their contributions
- forget names
or personal information
- ignore ideas
or suggestions
- act impersonally
or communicate in an impersonal manner
- forget to
return their calls
DO...
- make communication
personalized
- seek to build
and strengthen
the relationship
- focus on
the advantage of your suggestions and ideas
- learn to
adapt and be flexible
- show
interest in the other party
- demonstrate
how ideas benefit the good of all parties involved
- comport yourself
in an open and ethical manner
One weakness
that the consultative negotiator has is that they believe that others
are just as honest as they are. They have a hard time seeing through
others and have a tendency to fall into traps made by dishonest
negotiators who use intimidation, deceit and bluffing. While focusing
on trying to work out the best
deal for both sides, they have a dangerous tendency to make
concessions without expecting something in return. This can lead
them down dangerous trails where negotiations are lopsided towards
the other party.
Working with
them in a manner that is similar to their negotiation
style is likely to pay dividends to all parties. By working
together to seek the best outcome, generally, everyone will walk
away from the negotiation
table satisfied that what they were able to negotiate was satisfactory.
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