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Case Study

The five types of negotiators: Understanding diverse negotiator styles

By Michael D. Watkins

16 pages

January 2025

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Reference: IMD-7-2596

This note, designed for use in sessions and programs on negotiation, explores five distinct negotiator types: competitor, collaborator, strategist, innovator and problem solver. Each type has unique characteristics, strengths and weaknesses that come into play in negotiation scenarios. The competitor is assertive and results-focused, excelling in crises but potentially struggling with long-term relationships. The collaborator seeks win-win outcomes and thrives in complex negotiations. The strategist is analytical and methodical, focusing on long-term outcomes. The innovator is adaptable and creative, finding unique solutions in dynamic environments. The problem solver is practical and efficient, focusing on workable solutions. The note provides detailed profiles of each type, including their approach, assumptions, strengths and weaknesses, and it also makes recommendations for improvement. It offers guidance on identifying these types and suggests strategies for effectively negotiating with each one. A comparative analysis explores how the types differ in primary focus, approach to conflict, and risk tolerance. The framework builds upon previous negotiation models while offering a more comprehensive and actionable categorization. It also discusses cultural considerations in negotiation styles and includes a self-assessment tool to help readers identify their own negotiation style.

Learning Objective

Identify and understand the five distinct negotiator types: competitor, collaborator, strategist, innovator, and problem solver.
Analyze the strengths, weaknesses and key assumptions related to each negotiator type.
Develop strategies for effectively negotiating with different types of negotiators.
Recognize the impact of cultural differences on negotiation styles and outcomes.
Apply a self-assessment tool to identify personal negotiation style and areas for improvement in diverse negotiation contexts.

Keywords

Negotiation, Coaching, Communication, General Management, Leadership, Value Creation, Strategy, Conflict Resolution, Cultural Awareness

Type

Generalized Experience

Available Languages

English

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