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What are the best strategies to deal with aggressive negotiators?

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Negotiation is a vital skill in business management, but not everyone approaches it the same way. Different negotiation styles and personalities can affect the outcome of a deal, as well as the relationship between the parties. In this article, you will learn about the four main types of negotiators, how to identify them, and what are the best strategies to deal with aggressive negotiators.

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1 Type 1: The Competitor

The competitor is a negotiator who aims to win at all costs. They are assertive, confident, and often dominant. They tend to make high demands, use pressure tactics, and resist concessions. They may also use threats, insults, or deception to gain an advantage. The competitor is motivated by self-interest, power, and recognition.

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卡普尔萨钦

Co-Founder @ Trumsy | Entrepreneurship
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It’s important to understand that a competitor is unlikely to be a good partner. So don’t try to negotiate a deal unless absolutely necessary. Second make sure you keep the negotiation transactional. Third, deeply understand what describes as a win for the partner and if it’s not to much cost give it by extraction the value that you want. Do not try to explain the big picture to a personality like a competitor. Lastly remember that the competitor personality is coming from a sense of desperation, you can play it against by creating FOMO, eg someone else is interested in the deal. Then the competitor gets distracted in winning against them, and may agree to a better deal with you.

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2 Type 2: The Collaborator

The collaborator is a negotiator who seeks to create value and find a win-win solution. They are cooperative, creative, and optimistic. They tend to explore options, share information, and build rapport. They may also use empathy, humor, or praise to foster trust. The collaborator is motivated by mutual benefit, satisfaction, and harmony.

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卡普尔萨钦

Co-Founder @ Trumsy | Entrepreneurship
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They are the easiest to negotiate with. They tend to be clear in what they want and are usually inclined to help you succeed if it doesn’t come at a disproportionate cost to them. Start with understanding what success looks like to them, and share what would be most important for you in the deal. Sometimes collaborators may extend discussions, or have a strong need to socialise before they agree to the deal. Understanding their need to feel a sense of confidence in the other person (not the deal terms) is usually a clincher to move fast.

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3 Type 3: The Accommodator

The accommodator is a negotiator who prioritizes the relationship over the outcome. They are flexible, friendly, and generous. They tend to make concessions, avoid conflict, and seek approval. They may also use compliments, apologies, or gifts to show goodwill. The accommodator is motivated by loyalty, respect, and appreciation.

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4 Type 4: The Avoider

The avoider is a negotiator who avoids engaging in the negotiation process. They are passive, cautious, and indifferent. They tend to delay, withdraw, or ignore the issues. They may also use excuses, silence, or ambiguity to evade responsibility. The avoider is motivated by security, comfort, and peace.

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5 How to identify negotiators

To identify the negotiation style and personality of your counterpart, you need to pay attention to their verbal and non-verbal cues. For example, a competitor may speak loudly, firmly, and fast, using direct, assertive, and persuasive language. They may maintain eye contact, lean forward, and gesture confidently. On the other hand, a collaborator may speak clearly, warmly, and enthusiastically, using open, positive, and inclusive language. They may smile, nod, and gesture cooperatively. An accommodator may speak softly, politely, and slowly, using indirect, agreeable, and apologetic language. They may avoid eye contact, lean back, and gesture submissively. Lastly, an avoider may speak vaguely, briefly, and reluctantly, using closed, negative, and evasive language. They may look away, frown, and gesture defensively.

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6 How to deal with aggressive negotiators

Dealing with aggressive competitors can be intimidating, frustrating, and exhausting. However, there are strategies that can help you handle them effectively. It is important to not take their behavior personally, as they are not attacking you, but trying to achieve their goals. Do not give in to their demands or threats, as they will see it as a sign of weakness and exploit it. Additionally, do not get emotional or defensive, as they will use it to manipulate you or derail the negotiation. It is also important to not let them control the agenda or the pace, as they will try to rush you or distract you from the main issues. Lastly, do not isolate yourself or antagonize them, as they will try to divide and conquer or provoke you. Instead, seek support, feedback, and advice from others, build rapport, find common ground, and acknowledge their strengths.

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Boriana Valentinova

Continuous improvement, business transformation, organisational restructuring, data management & analytics
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An aggressive attitude in negotiation is usually intentional. So, adopt a non-compromising and non-pushy attitude. Instead of getting defensive, adopt these two strategies to diminish the aggression in the air and reach an agreement then and there. Mirroring is the repetition of keywords used by the person talking to you. By asking such a question, you are showing interest. So, whoever objects will spontaneously have to explain more. Labelling is used to give voice to the other side’s feelings. For example, you can say: “It seems like you are concerned about me ...”. The person will respond with more information. Labelling can help you overcome negative emotions.

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What are the best strategies to deal with aggressive negotiators?

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2

3

4

5

6

1 Type 1: The Competitor

2 Type 2: The Collaborator

3 Type 3: The Accommodator

4 Type 4: The Avoider

5 How to identify negotiators

6 How to deal with aggressive negotiators

Business Management

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What are the best strategies to deal with aggressive negotiators?

1

2

3

4

5

6

1 Type 1: The Competitor

2 Type 2: The Collaborator

3 Type 3: The Accommodator

4 Type 4: The Avoider

5 How to identify negotiators

6 How to deal with aggressive negotiators

Business Management

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