Sterling Terrell

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You are here: Home / Potpourri / The Two Negotiator Types

The Two Negotiator Types

The Two Negotiator Types

The two negotiator types are:

  • Warriors
  • Shopkeepers

It seems as though that the fundamental difference here is that one is looking for concession and agreement.

This is true negotiation.

The other is using negotiation as a pretense for winning the war.

In war, make no mistake.

Even the negotiation table can be a weapon.

The great British diplomat and writer Harold Nicholson believed there were two kinds of negotiators: warriors and shopkeepers. Warriors use negotiations as a way to gain time and a stronger position. Shopkeepers operate on the principle that it is more important to establish trust, to moderate each side’s demands and come to a mutually satisfying settlement. Whether in diplomacy or in business, the problem arises when shopkeepers assume they are dealing with another shopkeeper only to find they are facing a warrior.

-Robert Greene, The 33 Strategies Of War

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Filed Under: PotpourriTagged With: #Negotiation, #Strategy

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