One of the most interesting parts of a negotiation is discovering the personality of your counterparts, and figuring out how to best work with them. But this is also one of the most stressful and challenging parts of a negotiation.
In this series, we’ll look at some of the personalities you may find sitting across the table from you during a negotiation, and discuss how to identify them, how to best work with them – and what to do if this is…you.
Negotiation & Personality: The Maverick
How To Spot Them
Hold onto your hats if a Maverick is in the room! They’re going to be a bit louder or more rambunctious than others – and may even have a slightly more eccentric dress sense. They aren’t afraid to stand out, or to make themselves heard. As discussions progress, you’ll notice that the Maverick balks at structure or rules, preferring to keep the negotiation rather free form. They’re also most likely to take a step (or three) beyond their official approval powers in order to get the deal done.
How To Work With Them
If you have a Maverick as a counterpart, be aware that you’re not going to be able to rein them in all the way. If their flagrant dismissal of structure in your discussions is bothering you, speak up and try to suggest a middle-ground – Mavericks should respond well, provided they don’t feel caged by rules and regulations. It’s also useful to remember that when the Maverick doesn’t follow their organization’s rules it’s their problem, not yours. Look at their outlandish/out of process ideas as inspiration – there is always something better than the status quo.
As partners, if both are flexible, combining a Type A with a Maverick can bring the best of both worlds to your negotiation. Big ideas, fast pace and dynamic discussions from the Maverick – but packaged, approved and standardized by the Type A. IF (it’s a big if…) they can learn to work together and find a balance, you have negotiation gold.
What If This Is You?
Corporate structures can be tough for a Maverick, especially when you’re not yet the boss. You don’t have to like the rules, but you have to respect them. Push to change them, yes. Bring your good ideas to the table. But look for signs of irritation from partners and counterparts – and make a shift towards a more measured approach in order to move the discussions forward. Using restraint and patience during the negotiations will mean even better pay-offs when you do share a bold idea with the team.
.
Have you ever negotiated with someone who has wild and crazy ideas? What is been the biggest challenge working with a Maverick? Are there some rules that are made to be broken…and some processes that are sacred?
Filed under: Making It Work Tagged: business tips, Corporate, Negotiation & Personality, Negotiation Consulting
