Negotiating isn't a sport. It's an art. There is no secret formula for success, nor is there any easy way to win an argument with another person.
But even though negotiations are not a sport, I still love them. I think they are one of the most enjoyable parts of being a writer, especially when I am negotiating a contract with an editor. I love to find ways to work with editors to make things easier for them and for me.
So the first thing you need to do is understand that there is no secret to getting what you want, but there is a way to make negotiation work for you.
In my opinion, there are three types of negotiators.
There is the Type A, Type B, and Type C. Each is successful in his or her own way.
Type A's are competitive. They have little patience, and their natural instinct is to fight. They are rarely willing to compromise.
They want what they want, and they will take it.
Type B's are compromising. They want to be liked and loved, and are willing to settle on a compromise if they believe it'll bring the two sides closer together.
Type C's are friendly. They are always willing to give something up, and are open to creative solutions that will allow both parties to come out winners.
So what is a negotiator like you supposed to do? This is the crux of the matter, and the answer will depend on what you're looking for.
Are you Type A or Type B?
The only way to know this is to see how you act and respond when you are negotiating. It may be hard to look at yourself objectively.
If you tend to be Type A, then you probably know you're aggressive. Your instincts are to want to win and push for what you want.
You might be tempted to cut a deal, but if it doesn't align with your true desires, you might feel pressured into making a bad decision.
A Type B negotiator is someone who understands that every person has his or her own unique needs, and is willing to meet halfway. He or she will often walk away from a deal feeling that it wasn't worth fighting for.
But if you are a Type B, the trick is to negotiate with confidence. Make sure you are able to articulate your true needs clearly, and you will be able to find a deal that you can both live with.
As you consider your own negotiating style, you may also want to consider the negotiating styles of others. For example, a Type B negotiator could easily be an effective negotiator in a business setting, but might struggle in a personal relationship.
How about you? Are you Type A or Type B?
Type A or Type B?
What kind of negotiator are you?
Do you enjoy the challenge of winning a contract negotiation? Are you frustrated by the fact that people just don't understand you and your true value? If so, you may want to consider taking
Type C