Buffini: Understand the 7 Types of Negotiators

A customer will refer a less-than-likeable agent who is a strong negotiator over a pleasant, more agreeable agent who isn’t. The aim is to balance character with competence and confidence in negotiation. An expert negotiator seeks common ground, remains relationally connected, offers a 360-degree perspective and is willing to walk away. What type of negotiator are you? And what about the others involved in the transaction? Awareness of various negotiation styles and how to respond is the key to becoming a master negotiator.

The People Pleaser

Who they are: These people want to be liked and often cater to other peoples’ needs, wants or feelings at the expense of their own.

What they need: People buy and sell emotionally – so sometimes you have to protect People Pleasers from themselves. It’s important they don’t capitulate to the other party just to be liked. The same goes for you! It’s nice to be liked but, as a professional, it’s more important to be respected.

The Expeditor

Who they are: They talk, move and think fast.

What they need: Manage their speed. If you’re serving someone who is an Expeditor, you need to communicate clearly that some things take time – and for good reason. The details can have long-term ramifications. If you’re negotiating against an Expeditor, then slow things down. That way you’ll get what you need, too!

King of the Hill

Who they are: This type of negotiator needs to win – winning is of paramount importance.

What they need: If this is you, then make sure you know what the win is, i.e. who is it you are actually serving? If your clients are this type, then help them find the small wins along the way to satiate that need.

The Rocking Chair

Who they are: These people are patience personified. They say little and take their time.

What they need: Be patient and understanding. Manage your own personality traits so that your pace doesn’t derail them.

Earnest and Honest

Who they are: They tend to be very easygoing and have a laid-back approach. You can trust them; their word means something.

What they need: Be careful how you hear the other party in a negotiation. You must listen and analyze what you’re hearing. If they are an Earnest and Honest and they tell you what they want or are willing to offer, that’s probably exactly what they mean.

Emotional Ping-Pong

Who they are: These people will vacillate depending on emotions: “I want to buy today.” “I don’t want to buy today.” “This is great.” “This is awful.” By the way, often the Realtor can be the “Ping-Pong” in the negotiation.

What they need: Highs and lows already exist in a negotiation, so if you couple that with an emotional client, drama can make its way into the talks. The more emotional they become as they go through the process, the steadier you need to be for them.

Linear Logical

Who they are: These people process their emotions in a linear fashion – Mr. Spock from Star Trek would be a good example.

What they need: They’re always looking for more information or the sequence to make the informed decision. Be aware that if you miss details during the transaction, the scrutiny goes up. Sloppiness can derail a Linear Logical negotiation.

Be a Rainmaker, Dealmaker & Moneymaker

Register for Buffini & Company’s Peak Producers to examine your habits, attitude and skills. Brian Buffini’s goal is for you to generate at least 10 new leads and close three transactions during the program. Think about what that would do for you, your income and your business.

The 12-week program tackles topics RE/MAX agents are dealing with right now:

Getting buyers off the fence.

Winning every negotiation.

Conquering the chaos.

Preparing for the four market conditions you could face.

Register at buffiniandcompany.com/remax