How to Negotiate No Matter Your Personality Type

Does Your Personality Impact Your Negotiation Style?

We all know the basics of negotiation: be assertive but not too aggressive, find common ground, and make sure everything is in writing. But what if your personality doesn’t seem like a perfect fit for negotiating? Maybe you're more quiet and reserved, negotiating against a hard-liner. Does that mean you're doomed to fail? Not at all.

In fact, a study from Washington University found that 49% of the variance in negotiators' performance was due to individual personality differences. So yes, your personality type does matter, but success in negotiation is about knowing yourself and leveraging the right tactics. Whether you’re an introvert or extrovert, or somewhere in between, your personality can work to your advantage.

Introvert vs. Extrovert—How Personality Affects Negotiation

Let’s clear up a misconception. Being an introvert doesn’t always mean you’re shy, and being an extrovert doesn’t mean you’re loud and outgoing. It’s about where you gain energy.

• Introverts get their energy from smaller social interactions or alone time, and feel drained after too much socializing.
• Extroverts thrive in larger social environments and often feel depleted when they’ve had too much solo time.

Whether you’re an introvert or extrovert influences how you approach negotiations. But success doesn’t come from forcing yourself into a mold—it’s about using your natural tendencies to your advantage.

Negotiation Personality Archetypes: A Deep Dive

If you want to go beyond the surface level of introvert vs. extrovert, it’s important to look deeper into your negotiator personality type. At , we take this understanding a step further with the Silhouette Personality Assessment, a tool that merges two powerful frameworks: Professional Personality Types and the Thomas-Kilmann Conflict Modes.

• Professional Personality Types categorize negotiators into four types:
  • Methodical: Structured and detail-oriented, these negotiators focus on thorough preparation and prefer clear, logical arguments.
  • Assertive: Driven and confident, they thrive in competitive environments and tend to aim for direct outcomes.
  • Sociable: Relationship-focused, sociable negotiators build rapport and favor collaboration.
  • Empathetic: They are deeply in tune with the emotions of others, excelling in resolving conflict and creating value for all parties.
• Conflict Handling Styles, based on the Thomas-Kilmann model, reveal how negotiators approach disagreements:
  • Competing: High assertiveness, low cooperativeness. This style pushes for winning, often at the expense of the other party.
  • Collaborating: High in both assertiveness and cooperativeness. This style works to find solutions that satisfy both sides.
  • Compromising: Moderate in assertiveness and cooperativeness, this approach seeks middle ground.
  • Avoiding: Low assertiveness and cooperativeness, often used to delay or sidestep conflict.
  • Accommodating: Low assertiveness, high cooperativeness, this style prioritizes the needs of the other party.

Knowing your personality type and conflict style helps you develop strategies that are uniquely suited to your strengths. For example, if you're an assertive competitor, you can fine-tune your approach to soften your edges and look for collaborative opportunities. If you're more sociable or accommodating, you can learn when to assert yourself to avoid being taken advantage of.

If You’re an Introvert: How to Use Your Quiet Strengths in Negotiation

Introverts often excel in negotiation because they’re thoughtful, excellent listeners, and prepared. Here’s how to leverage your quiet strengths:

1. Preparation is Your Edge
   Before entering any negotiation, spend time preparing. Know your key points, potential counterarguments, and what you’re willing to compromise on. The more prepared you are, the more confident you’ll feel when it's time to engage.
2. Embrace Silence
   Introverts have a natural talent for staying quiet and listening. Use silence to your advantage. When the other party talks, let them fill the gaps—it often reveals more than you expect. Just remember to stay engaged with eye contact and positive body language.
3. Take Breaks
   Negotiation can be mentally draining. If you start to feel overwhelmed, step away for a quick break. It’ll give you time to regroup and return to the table with fresh energy.

If You’re an Extrovert: How to Channel Your Energy in Negotiation

Extroverts thrive in social settings, which gives them an advantage in building rapport during negotiations. But they need to stay focused to avoid getting sidetracked. Here’s how to maximize your strengths:

1. Build Relationships, Stay Focused
   Use your natural people skills to connect with the other party, but don’t lose sight of your goals. Building rapport is important, but don’t let it pull you away from the negotiation’s purpose.
2. Assert Without Aggression
   Extroverts tend to dominate conversations, which can be beneficial, but be mindful of coming across as too aggressive. Balance confidence with diplomacy to keep the negotiation moving forward without alienating the other party.
3. Listen More Than You Speak
   Extroverts often get caught up in speaking, but remember—listening is just as important in negotiation. Let the other party talk and really hear what they’re saying before responding.

Understanding Your Negotiator Personality Type Sets You Up for Success

Whatever your personality type, understanding how it impacts your negotiation style is essential. Tools like the Silhouette Personality Assessment from Aligned give you deeper insights into how you navigate conflict and negotiation, helping you develop strategies that play to your strengths.

Whether you’re an introvert, extrovert, or somewhere in between, success in negotiation requires practice, self-awareness, and adaptation. The more you understand about your own personality, the better equipped you’ll be to handle any negotiation challenge that comes your way.