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How Behavioural Traits Can Derail a Great Negotiation
While most people are well aware that our individual behavioural traits play a major role in our everyday lives, many are unaware of how our core motivations can also affect us in the business realm. In particular, no matter how successful or business-savvy you may be, having the wrong behaviour can derail negotiations and inhibit your ability to close great deals. With that in mind, let's explore this notion in more detail.
Behavioural Traits that can be Detrimental to Business Dealings
Although some of us are obviously better at vendor relations than others, our behaviour traits and types play a major role. Here are some traits that can be totally catastrophic to closing major deals of all kinds.
One trait that can seriously put a damper on your ability to close major deals is narcissism. This is because those who have narcissistic traits seem to be charismatic at first. However, over time, their true selfish nature and intent get revealed. This is because many know that narcissists will do or say whatever they have to do to win. This makes them unreliable. Therefore, if you are a narcissist, once it becomes clear that you are only interested in how the deal may benefit you, you may fail to close the deal.
Another personality trait that can adversely affect your ability to negotiate and finalize agreements is being disorganized. This is because those who are not well-organized often come across as confused or even careless. They are also more likely to show up late and display other traits that can be perceived as negative by those serious about their business. Therefore, this may make it more difficult to negotiate and close deals. This is a trait that can close the deal before you even have time to begin negotiations.
Low Emotional Intelligence
Those with a low level of emotional intelligence may also struggle to negotiate deals. Having a high level of emotional intelligence will allow you to understand people's personalities and intentions better. Maybe more critical in negotiating success is validating your opponent's behaviour based on their expected motivations. To negotiate and close a deal, you must understand what motivates others and use that to your advantage.
Being Too Inflexible
Yes, it would be best if you were ready to stand up for yourself and your own interests when negotiating with others. However, being too inflexible can be off-putting and hamper your ability to negotiate. No matter how much the other party stands to benefit, if you are in negotiations with them, it is because you stand to benefit as well. Therefore, you should not negotiate in a way that sends a message to the other party you feel you are superior or otherwise not interested in negotiating. Remember, true negotiation means that both sides win something, and both sides are giving something up.
What's Drives your Behaviour in Stressful Situations?
If you have not taken the time to learn your behavioural and motivational drivers, perhaps you should. This is because our personality types tell us a lot about who we are and how we communicate, and how others communicate. For instance, since ESTJs and ENTJs are extroverted thinkers, they respond best to those who provide them with concrete facts and figures and a legitimate plan for moving forward. So, if you are more of an ENFP or ENTP, who are known for being more extroverted intuitive, you may have trouble communicating your ideas with those such as ESTJs and ENTJs in a way in which they can grasp, understand, and move forward with.
Overall, there are plenty of personality types and traits that can derail a great negotiation. However, this is only the case if you are unaware of your own barriers and how to deal with the personalities of others. By taking the time to learn more about your own personality type, you will better understand other people's personalities. Over time, this will enable you to become a more skilled negotiator in all aspects of your life.