Which negotiator type has a higher success rate in negotiation?
The answer is ALL TYPES! The key to success in your negotiation is to understand your own type and then predict your counterpart’s type. How do you do that? Practice! The more accurately you can predict, the better you will know how to navigate and lead the negotiation.
Regardless of what type of negotiator you are, based on my personal experience with multiple negotiations, I believe that successful negotiation is not solely determined by whether we close the deal or not. Not all negotiations need to conclude with a signed agreement. You have the right to say NO and walk away if you find that the direction is unfavorable or unfair for everyone involved. I still consider this a successful negotiation because you had the courage to make a decision that preserves your time and energy!
Let me share a story of mine.
In October 2022, I assisted one of my clients in negotiating with a school in Bali. The initial conversation began on October 24, 2022, through text and I successfully transitioned the discussion to an online meeting. During our meeting, I could discern that my counterpart was an Analyst who required extra time for decision-making and wouldn’t be quick to make a choice. On the other hand, the client I represented was an Assertive individual who valued time greatly.
To summarize, I proposed a second meeting with the school’s board. Later, we discovered that they had a limited budget and couldn’t proceed with my client’s proposal. Despite my client’s efforts to customize the pricing, even with the lowest possible offer, the school still couldn’t afford it at that time.
The discussion lingered for a month, and it became evident that we couldn’t reach a fair agreement for both parties. In order to conclude the negotiation, I decided to be direct and sent them a calibrated question via email to clarify the current status.
Overall, the negotiation took us 1.5 months. This duration is not too bad for Indonesian people, considering that it can be quite challenging for us to say NO directly and instead opt for a period of silence (for your information, I am Indonesian).
If you were to ask me for tips on how to have an effective and efficient negotiation, this is my approach:
Taking a class is a worthy investment for your growth.
I immerse myself in an intensive learning process by taking a course from the University of Michigan,
I have regular mentoring sessions with a competent professional mentor from Singapore,
Go out and practice!
In April 2023, I had the opportunity to share my value at the Glints Expert Class.
Every negotiation has its own art and beauty. Take your sales deals and business negotiations in a better direction to save time, energy, and money!
I will share the story of my fastest negotiation deal, which ended with a signed contract, in my upcoming blog.
Need a quick brainstorming session? Book my calendar! Let's talk.
