When it comes to the negotiation table, your personality is going to play a part in the proceedings. Are you someone who speaks softly and is easily intimidated, or are you someone who goes in hard with a lowball offer? Do you tend to fixate on price or one key variable in the negotiation, or do you have strong creative vision to craft a solution outside of what most people see? Are you more a "by the numbers" person, or are you more about connecting and empathizing with your negotiating counterpart?

There are no right or wrong answers here. The key to being a skilled negotiator is understanding the style that you naturally gravitate toward and understanding the strengths and limitations of your negotiating personality. Over time, this awareness is a key step in developing greater negotiating range and flexibility and may even help you expand your repertoire.

Published on: Dec 20, 2018