What kind of accommodator are you dealing with?
Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the second section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the 26 different personality traits of negotiators you are likely to encounter in the course of your negotiating career are identified. Over the next few weeks we will recommend ways of dealing with each type of negotiator.
(Courtesy of PersonalEmpowerment.co)
1 The accommodator
There are two types of accommodators. One negotiates from a position of strength and confidence, and genuinely desires to accommodate the needs and interests of all parties. These long-term relationship builders are usually sensitive, personable people with a high level of trust and optimism, and a big picture view that puts the negotiation in its proper perspective. The best strategy with this type is to recognise and appreciate their strength and generosity and work with them in a spirit of good will.
The second type of accommodator is often tentative, uncertain, and uneasy. Because they are operating from a position of weakness, they lack confidence and tend to feel outmatched and off-balance. Their accommodation is borne of weakness and fear of a negative outcome. It can be a way of hiding their vulnerability and insecurity behind the appearance of good will or generosity. Or it can be an attempt to avoid being taken to the cleaners or perhaps feeding the tiger a few bites to avoid being devoured. For example, a desperate borrower past due on his loan may offer up portions of his business to keep creditors at bay. Or a seller may give a buyer a deal that is too good to be true to stay financially afloat.
In the world of business and negotiation you will see far more birds of prey waiting to devour the weak than accommodating negotiators offering generous deals. So, appreciate the accommodators when they show up and make the best of a good situation.