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How their dream can draw you in

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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)

17 The persuader

The persuader can be ingratiating, friendly, charismatic, charming, inclusive, even visionary, and almost always a bit pushy. Persuaders are shrewd judges of character who read people well and know how to work them. They know how and when to nudge, tickle, press, or provoke, and which buttons to push.

Persuaders know how to draw others into their own agendas, using a variety of tactics that may include alluring promises, appeals to greed, idealism or vanity, or making the other party feel important, essential, or even part of a bigger vision.

Persuaders are big on promises, but they can be sketchy on delivery. They communicate a sense of vision, but don’t always have a step-by-step plan to turn their visions into a reality. Persuaders are best suited to be negotiators for a team or project whose planning and execution are the responsibility of others more suited to the necessary practicalities.

Persuaders’ promises can be hot air. Look for facts.

When dealing with these types, it’s best to press for details about products and services, about financial and contractual matters, and to make sure the essential elements have been considered and detailed plans are in place. Don’t accept promises not backed up by substantive confirmation and contractual clauses, or you may find that you have been persuaded to buy a ticket on a ship that hasn’t been built and may never sail.


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