Negotiation & Personality: The Newbie

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 Newbie

How To Spot Them

It would be misleading to think that all negotiation newbies are young. In fact, people come to the negotiating table for the first time at any point in their lives, so don’t let age fool you. If the newbie is part of a team, you’ll notice that they defer to their colleagues frequently, either by allowing them to provide the direction for the meeting, or by glancing at them for approval prior to speaking.  Newbies can also bring an incredible amount of enthusiasm to the discussions, especially when you arrive at a topic that they are passionate about.

How To Work With Them

Try to think back to the first few negotiations you participated in. Remember those sweaty palms? The vaguely ‘deer-in-headlights’ look you had? Empathy is in order. If your counterpart is a newbie, do your best to guide the discussions without seizing control outright – they’ll be learning from you as the talks progress. It may be tempting to let your opportunistic side show, but one day, you and this newbie could meet again…and how do you want to be remembered?

If you’re on a negotiating team with a newbie, preparation is key. Work with them to identify their areas of strength and comfort and then let them shine in those segments of the discussion. By building up both their skill set and confidence levels, you’ll be taking on the valuable and rewarding role of mentor.

What If This Is You?

Congratulations! Welcome to the world of negotiating. It will be important to remember that you’re not expected to know all of the answers all of the time. Your more experienced counterparts or colleagues may look like they do, but trust me – even they get confused sometimes. Knowing when to take a break in the discussions to collect your answers (or to collect yourself) will help you through. Ask lots of questions, listen carefully to the answers, and don’t be afraid to share your thoughts or opinions – your perspective holds as much merit as anyone else’s.

.

What was it like when you were the new kid on the block? Have any tips or tricks to share?

.

.

Devon Smiley is a Negotiation Consultant, who guides teams through the preparation and execution of negotiations with a distinct Corporate + Creative approach.

Explore Negotiation Consulting here, or get in touch at devon@informedstyle.com to learn more.