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)
13 The extrovert
An extroverted negotiator may be genuinely exuberant and enthusiastic, or hyperactive and manic. He or she may be masking insecurity by showing off or by acting overly friendly or confident. Extroverts often appear, or try to appear, as larger than life characters, and often like being the centre of attention. In a negotiation they can tend to dominate the conversation with their energetic presentation and emphatic opinions. They are compulsive talkers, but generally poor listeners who are mostly focused on what they are about to say next. So, they can be frustrating to negotiate with. It may require patience and persistence to get your ideas and point of view into the conversation.
The best way to deal with extroverts is to begin by giving them the attention and acknowledgment they desire in order to assuage their egos and establish positive rapport. Then, when you’ve “bonded,” introduce your ideas and needs in a strong but friendly way. Make sure your presentation to them feels like an acknowledgment of them and their importance. For example: “Bob, I really appreciate what you just said; it made a lot of sense. So, my idea is …” Maintain firm eye contact as you speak in order to keep them present with you. Otherwise, they will tend to dive back into their heads, rummaging for their own next important thought or idea to present, and you will soon be reduced to an audience listening to their monologue.
Extroverts like personal, face- to-face contact. They are usually the first ones to initiate contact and make introductions, and they excel in meet-and-greet situations. An extrovert makes a good ally and a bad enemy. If they are satisfied with you, your product, or your service, they will praise and promote you to anyone who will listen. An extrovert ally is the best person to use as a reference to other prospective clients. But if you, your product, or your service fails to meet their expectations, you will have a loud-mouthed enemy in the marketplace.