Why a Good Negotiation Plan Can Still Fail
Many people prepare for a negotiation by working out their own numbers: what they want, what they will accept, and where they will walk away. That preparation matters. It also leaves out the person across the table, and that person's style decides how they hear an offer, how they make a concession and what makes them say yes.
The same offer can be heard four ways. A person who leads with D may hear a slow, careful opening as weakness. A person who leads with I may hear a cold, numbers-only opening as distrust. A person who leads with S may hear pressure to decide today as a reason to say no. A person who leads with C may dismiss a number that comes without a reason.
This lesson shows how each style tends to negotiate, how to open, trade and close with each, and how to notice when the other person's style shifts under pressure. It works for a salary, a contract, a price or a decision at home.
Prepare two plans: one for what you need, and one for how the person across the table makes decisions.
Read the whole lesson
This lesson is one of the professional lessons included with WiredType Pro. The rest of it shows how each style tends to negotiate, the opening, the trade and the close for each, how styles shift under pressure, a one-page plan you can fill in, and practice scenes with feedback on every choice.
See what Pro includesWhat the full lesson covers
- The four negotiating styles
- Opening, trading and closing with each
- When a style shifts under pressure
- A one-page negotiation plan
- Practice: four scenes with feedback