Whenever we sit down at the table, we need to understand that the counterpart is not the same person as us. Assuming they think like you and share your values is a detriment when it comes to getting the outcomes you want.
In negotiations, our greatest strength can also be the biggest weakness. When you’re at an impasse in a negotiation, your natural tendencies likely got you there.
To move the conversation forward, you need to know your weaknesses as a negotiator. In this post, we will analyze the weaknesses of an Analyst.
Weaknesses As a Negotiator: The Analyst
In general, Analysts are the most observant of the three negotiator personality types. They’re by far the most data-driven, worrying about the facts of the matter rather than the emotions influencing them.
Of the three types, Analysts are least aware of the effect they have on other people. Because Analysts want to remove emotion from conversations of influence, they start with themselves and make it a point to remove emotions from their interactions.
Unfortunately, this makes them very unapproachable. Because Analysts are so hard to read, their counterparts may have a hard time figuring out whether the conversation is even worth their time. They can’t tell whether Analysts are positive, negative, or even want to continue the relationship—all of which can be translated at the negotiation table with the proper use of empathy.
Analysts are exceptionally smart people. It amazes me that this overall smart type would continue to approach negotiations in such an inept way.
If you’re naturally an Analyst, you likely come off as intimidating and difficult to talk to. Fortunately, because you have so much data, you can overcome this weakness and drive deals. Still, by fine-tuning the approach, you can close even better deals.
Change Your Questions to Labels™
Analysts spend a lot of time looking for information. When they can’t find something themselves, they ask questions. Since they remove emotion from their delivery, they often come across as interrogators who believe the other side is guilty of a crime.
Luckily, there’s an easy fix here: Change your questions to Labels™. Turning all of your questions into Labels—It seems like your company needs to make a deal soon instead of When do you need to make a deal?—will make the conversation feel more seamless. With this approach, you won’t appear so closed off.
Use a Summary™
An Analyst’s biggest strength is their ability to compile data. One way an Analyst can become more effective is by gathering data the other side has served up and relaying it right back to them using a Summary™.
When you summarize your counterpart’s argument in full, they will be forced to say these two magical words: “That’s Right”™.
Accept That You’ll Be Attacked
Analysts need to understand that people are emotionally driven. No matter how good the data is, it doesn’t change the fact that emotions drive the decision a counterpart will ultimately make.
Very simply, it’s impossible to remove emotion from a negotiation. By embracing the principles of C.A.V.I.AA.R™ and going into the conversation with an understanding that you will be attacked—or, more specifically for an Analyst, that emotions will be present and you will need to manage them—you won’t be rattled and caught off guard when things get tense.
Smile and Use Affirmations
Because Analysts often come across as cold and standoffish, anything they can do to be a warmer, more welcoming person can make a difference.
One easy way to appear friendlier during a negotiation is forcing yourself to smile before you get to the table. Believe it or not, studies show that you can boost your mood just by smiling. When you’re in a happier mood, it’ll rub off on the other side.
While you’re at it, use affirmations—I will manage emotions well, I will not step away from them—to get yourself in the right frame of mind and ready for the conversation.
To learn more about the strengths and weaknesses of Analysts, Accommodators, and Assertives, download our guide, Three Negotiator Types, today.