What are the three negotiation types?

In negotiation, there are three main types that one can encounter. As explained by Chris Voss on The Jordan Harbinger Show, these types are:

1. Analytical: These negotiators are very patient and tend to think the negotiation will take a long time. Their key trait is that they expect the process to take longer than anybody imagines. They're very data and detail-oriented, often thinking things through extensively before making a decision.

2. Assertive: This type feels that time is money and they want to get things done quickly. Assertives have a direct communication style and can be blunt. They're concerned with achieving their goals and tend to be less interested in the process or building relationships. They may have a "just get it done" attitude.

3. Accommodator: Accommodators value relationships above all and prefer to focus on enjoying the interaction. They believe as long as the relationship is intact, the time spent is worthwhile. Accommodators are often friendly and concerned with mutual enjoyment of the negotiation process.

Understanding these types helps identify who you're dealing with in a negotiation and adapt your approach accordingly to maximize the outcome 1 2.