How to Negotiate Like a Pro, No Matter Your Personality Type

We all know the basics of negotiation: be assertive but not too aggressive; find common ground; don't give in too quickly; and get it in writing. What if you're an introvert and dealing with a hard-line negotiator? Does that mean you're doomed to fail?

Not necessarily. In a study of 600 negotiators, Washington University professor Hillary Anger Elfenbein and her colleagues found that individual differences accounted for 49% of the variance in negotiators' performance and satisfaction. So yes, your personality is important but so are the tactics you use. So whether you're a people pleaser or a loner, we've got some tips on negotiating.

If You're an Introvert

First, being an introvert does not mean you're shy or weak. The opposite is true; introverts may make some of the best negotiators. The key for introverts is to use their natural strengths—such as being great listeners and thinkers—to their advantage. Here are a few tips:

• Prepare, prepare, prepare. If the thought of negotiating makes you break out in a cold sweat, do yourself a favor and spend some time preparing beforehand. Preparation will help ease your nerves and give you the confidence you need to succeed. Know your talking points inside and out so you can engage in small talk while staying focused on your goals. And make sure to have backup options if the negotiation doesn't go your way.
• Use silence to your advantage. Sometimes, the best way to get what you want is to keep quiet and let the other person do all the talking. By staying silent, you force them to reveal more about their position and what they're willing to compromise on. Make sure not to come off as disinterested or bored—try smiling or maintaining eye contact to show that you're engaged in the conversation.
• Take breaks if necessary. If negotiations feel overwhelming, feel free to take breaks. Step away from the table to gather your thoughts and regroup before diving back in. The time away will help clear your head and allow you to approach the situation with fresh eyes.

If You're an Extrovert?

Just because you recharge your batteries being around people doesn't mean negotiation comes easy. On the contrary, it can sometimes be challenging. The key for extroverts is to use their natural outgoingness and energy level to build rapport with the other person while maintaining control of the conversation (and not getting sidetracked). Here are a few tips: ?

• Focus on building relationships. Use your natural people skills to get on the same page as the other person and make sure they feel you're moving in the right direction.
• Be assertive. Have confidence in yourself and your ideas, but be careful not to come across as too aggressive or confrontational.
• Listen attentively. Make sure you're really listening to what the other person is saying and not just waiting for your turn to speak.
• Don't be a people pleaser.? Remember that you have a goal and that it's OK to stand your ground.

No matter what your personality type, successful negotiation requires preparation, focus, and, most importantly, practice. The more experience you have dealing with different types of negotiations, the better equipped you'll be to handle anything that comes your way.