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How to know you’re negotiating with a chameleon

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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)

8 The chameleon

Negotiators who are light on their feet, agilely adapting to changing circumstances, and who know how to fit in, play the appropriate role, and say the right thing are chameleons. This type usually has a wide array of skills and attributes, which makes them the most multifaceted of negotiators. Chameleons tend to be sociable, perceptive, humorous, flexible, creative, quick-thinking, and highly intelligent. They also tend to be easy and even fun to work with. But they are often crafty, hiding their real selves and agendas. So, make sure you don’t get lulled into a false sense of security or trust them with too much information.

Their strength, besides their chameleon-like nature, is their ability to visualise the big picture and navigate a negotiation toward their objectives. But they are often weak in their attention to details and in their grasp of minutiae. And they tend to let their egos sway them a bit too much.

If you provide a chameleon with options and alternatives that feed his or her ego, you increase your chances of success. When it’s time to finalise the negotiation, you must spell out the agreement in detail, as the chameleon may still be up in the clouds, seeing the big picture ramifications while paying insufficient attention to the mundane clauses of the contract.

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