Negotiations Training

Dealing with Compromising Personalities
Negotiation Personalities: Reflective

We've all had to deal with those individuals who are calculated and methodical in just about everything they do. They appreciate accuracy and thoroughness and want to make sure all factors are properly weighed before making a decision or taking action. You have to hand it to these individuals - they are definitely thorough. When it comes to negotiating, they can be very frustrating, particularly for those of us who don't share their negotiation style.

Think about where you run across these types? Some of the logical answers include accounting, financial and scientific fields. Let's face it... they're perfect for these roles. They prefer to deal with black and white - not varying shades of gray. When it comes to putting in place your company's financial statement, you definitely want these people on the job. Yet, in a negotiation, they are often in over their head. In fact, studies show that these people are the least effective negotiators, often getting what them want only 4% of the time. We call these people Reflective negotiators because of their reflective style. Reflective negotiators tend to:

• Take pains to prepare and research prior to any negotiation
  
• Be risk averse but are willing to take calculated risks
  
• Seek stability and maintain status quo
  
• Remain open minded on various options but don't want to be on the "cutting edge" of any idea
  
• Look for proof or success stories
  
• Avoid situations that will provide surprises or too many problems
  
• Resist change
  
• Avoid disorder and systems that are not highly organized
  
• Look for trust, openness and honesty

Some DOs and DONTs of dealing with a reflective negotiator include:

DON'T...

• propose risky or unproven ideas
  
• offer too many surprises
  
• act inconsistently or make too many changes
  
• fail to be prepared
  
• be disorganized
  
• apply too much pressure to make a decision
  
• "sell" them on innovation or cutting edge ideas

DO...

• provide sufficient information and details
  
• focus on mutual success
  
• come prepared and organized
  
• "position" change as part of an existing process rather than a new idea
  
• establish ideas as time-tested
  
• negotiate methodically
  
• guide them towards a decision without force or pressure

In general, these are not the people you want representing your team in a negotiation since their level of success is the lowest of all negotiation styles. They are good team members to include in a negotiation as they can provide a great deal of research and organization that other team members may not have. While good contributors, they do not make good negotiation leaders. When facing such a person in a negotiation, they should be handled carefully as they are also big on relationships. While it is unwise to place too much pressure on a decision, don't fall into the trap of letting them dictate the pace. If deadlines are an issue, you could be in trouble.