​​​

Hi Reader,

negotiation is more than just reaching an agreement—it’s about understanding who you’re dealing with and adapting accordingly. Chris Voss, in Never Split the Difference, outlines three distinct negotiation types: The Analyst, The Accommodator, and The Assertive. Each type has unique approaches, strengths, and pitfalls. Recognizing which type you are—and which type your counterpart is—can give you a crucial advantage in any negotiation setting, whether in business, sales, or personal relationships.

The Analyst: The methodical thinker

Analysts are meticulous and highly focused on details. They see negotiation as a problem to be solved logically, with minimal room for error. These individuals prefer to work alone, take their time, and ensure every piece of information is thoroughly vetted before making a decision.

Key traits:

• Detail-oriented and methodical
• Reserved, logical, and deliberate
• Dislike surprises and avoid impulsive decisions
• Prefer research-backed arguments over emotional appeals

How to negotiate with an Analyst: When dealing with an Analyst, avoid improvisation. Come prepared with data, facts, and a structured approach. Give them time to process information and resist the urge to push for quick decisions. Since they view relationships separately from negotiations, don’t rely on charm—focus on logic and clarity instead.

Challenges Analysts face: Their desire for perfection and extensive preparation can lead to slow decision-making and a reluctance to engage in real-time discussions. If you identify as an Analyst, try to stay open to spontaneous dialogue and avoid over-preparing at the expense of flexibility.

The Accommodator: The relationship builder

Accommodators prioritize relationships over outcomes. To them, a successful negotiation means maintaining goodwill and open communication. They thrive on collaboration, but their desire to keep interactions friendly can sometimes prevent them from advocating for their own needs.

Key traits:

• Sociable, friendly, and expressive
• Enjoy a free-flowing exchange of ideas
• Avoid confrontation and conflict
• Often agree too quickly, even if they can’t deliver

How to negotiate with an Accommodator: Be warm and conversational, but also keep the conversation focused. Use calibrated questions to help them articulate their goals and ensure that agreements are realistic and actionable. Encourage them to voice their objections rather than suppress concerns to maintain harmony.

Challenges Accommodators face: Because they value relationships so highly, Accommodators often struggle to say no or challenge others. If you are an Accommodator, remember that negotiating isn’t about pleasing everyone—it’s about achieving mutually beneficial results. Don’t be afraid to assert your needs.

The Assertive: The results-driven negotiator

Assertive negotiators are confident, direct, and focused on efficiency. They see time as money and believe getting things done quickly is more important than perfecting the details. While their confidence can be an asset, their aggressive approach can sometimes alienate others.

Key traits:

• Direct, candid, and goal-oriented
• Focused on results rather than relationships
• Impatient with lengthy discussions
• Expect reciprocity but often take more than they give

How to negotiate with an Assertive: With an Assertive counterpart, it’s crucial to listen actively and make them feel heard. Use mirroring and summarization techniques to demonstrate understanding before presenting your own points. Be clear and concise—avoid long-winded explanations that they may perceive as wasting time.

Challenges Assertives face: Assertives can come across as overly harsh or dismissive, which can damage relationships in the long run. If you are an Assertive, be mindful of your tone and strive to soften your approach. Building rapport can enhance your ability to influence others without unnecessary friction.

Why understanding these types matters

Each negotiation type interprets silence differently. Analysts see it as time to think, Accommodators perceive it as conflict, and Assertives take it as an opportunity to dominate the conversation. Misreading these cues can derail negotiations before they even begin.

By recognizing and adapting to different negotiation styles, you can create a more effective, tailored approach that leads to better outcomes. Whether you’re closing a deal, discussing a raise, or navigating a personal conflict, mastering these styles will give you a strategic edge.

Next week's book releases

Across the globe, democracy is in crisis - in the UK alone, it has been rocked by Brexit, the pandemic and successive attempts by governments to bypass legal norms. But how did this happen, and where might we go from here? Jonathan Sumption cuts through the political noise with acute analysis of the state of democracy today - from the vulnerabilities of international law to the deepening suppression of democracy activism in Hong Kong, and from the complexities of human rights legislation to the defence of freedom of speech. Timely, incisive and wholly original, Challenges of Democracy applies the brilliance of 'the cleverest man in Britain' to the most urgent and far-reaching political issue of our day. Get your copy here

Award-winning professor, management consultant, and virtual communications expert Andrew Brodsky is here to tell you that, yes, that meeting could have been an email. And that email? Maybe it should have been a voice note (really!). And your camera—it’s okay to turn it off; sometimes it’s even better. With enlightening stories, interviews with top business leaders, and Brodsky’s cutting-edge social science research on virtual communication tools, Ping is the necessary playbook for mastering virtual communication to increase productivity, gain influence, and deepen connections. Get your copy here

The 1979 Islamic Revolution triggered a cold war between Iran and the United States – former fast friends. Despite the US’s relentless efforts at containment, Iran has risen as a formidable power in Iraq, Syria, Lebanon, Yemen, and Gaza. Its newfound status not only frustrates the US but has swiftly become a thorn in the side of Israel and Saudi Arabia. How did Iran rise so rapidly? And as it faces ever increasing pressure at home and abroad, can it hold onto its power? Mohsen Milani guides us through the twists and turns of the Iran–US rivalry in the battlefields of the Middle East. Get your copy here

The power of the presidential pardon has our national attention now more than ever before. In The Pardon,New York Times bestselling author and CNN legal commentator Jeffrey Toobin provides a timely and compelling narrative of the most controversial presidential pardon in American history—Gerald Ford’s pardon of Richard Nixon, revealing the profound implications for our current political landscape, and how it is already affecting the legacies of both Presidents Biden and Trump. Get your copy here

A profound and profoundly important book that, using the most up-to-date revolutionary discoveries in neuroscience, shows us how to understand the brain; how it allows us to think, feel, experience and perceive, written by an acclaimed Harvard-trained neurosurgeon. ​ It took a brain surgeon who’s spent a lifetime in the operating room experiencing the brain's union of form and function to write this book. Cerebral Entanglements, unlike most books on the brain, looks at the intimate and vital emotions in our lives, and shows as well, how neuroimaging studies can transform our understanding of crucial emotional or mental health concerns. Get your copy here

A philosopher argues that the proliferation of rules and mandates is making us dumber, less moral, more deceptive, and less able to govern important institutions. Wherever there’s a rule, there is someone with the power to apply or ignore it—or add to it, in the interest of justice. From enforcing chores to issuing life sentences, decision-makers deliver flawed and sometimes arbitrary outcomes. But is their use of discretion good or bad overall? As a society, should we seek to minimize or maximize discretion, with all its potential for bias and other kinds of human error? Get your copy here

Legendary NBA trainer Drew Hanlen—performance coach to stars like MVP Joel Embiid and Jayson Tatum—reveals his proven, step-by-step system for personal and professional transformation that has fueled the success of some of the top athletes and business leaders in the world. If you clicked on this book, it’s because somewhere deep down, you know you’ve been bullshitting yourself. You know that making more money, landing a better job, and finally getting in great shape will make your life better. But for some reason, you’ve settled. Get your copy here

Coping with death and grief is one of the most painful human experiences. While we can speak to the psychological and emotional ramifications of loss and sorrow, we often overlook its impact on our physical bodies. Dr. Mary-Frances O’Connor specializes in the study of grief, and in The Grieving Body she shares vital scientific research, revealing imperative new insights on its profound physiological impact. As she did in The Grieving Brain, O’Connor combines illuminating studies and personal stories to explore the toll loss takes on our cardiovascular, endocrine, and immune systems and the larger implications for our long-term well-being. Get your copy here

The postwar global order was in many ways shaped in response to the Holocaust. That event became the benchmark for atrocity, and, in the Western imagination, the paradigmatic genocide. Its memory orients so much of our thinking, and crucially, forms the basic justification for Israel’s right first to establish itself and then to defend itself. But in many parts of the world, ravaged by other conflicts and experiences of mass slaughter, the Holocaust’s singularity is not always taken for granted, even when its hideous atrocity is. Outside of the West, Pankaj Mishra argues, the dominant story of the twentieth century is that of decolonization. Get your copy here

When the jolly Italian peasant-turned-cardinal Angelo Giuseppe Roncalli of Venice was elected Pope John XXIII in 1958, change was in the air. The Church, many said, had refused to enter the twentieth century. In response, Pope John launched Vatican II, an “ecumenical council” that summoned hundreds of church leaders to Rome. It marked one of the most progressive turns the Church had taken in centuries: “medicine of mercy,” as Pope John called it. Yet not everyone in the Church was prepared to accept this modernization. The lines were drawn—in a battle that continues to rage into the twenty-first century. Get your copy here

In Predictable Profits, membership expert Stu McLaren pulls back the curtain on how to create a thriving membership business that doesn’t just bring in revenue—but does so predictably, allowing you to focus on what truly matters. Predictable Profits is packed with real-life success stories, actionable insights, and all the inspiration you need to build a membership site that does more than just generate revenue—it creates financial stability, positive impact, and ultimate freedom. Get your copy here

What I've been reading

Last time, I mentioned that I was reading The It Girl by Ruth Ware, and I loved it. As a thriller fan, I was thrilled that this book turned out to be the perfect read. The pacing was just right—neither too slow nor too fast. What is this book about? We follow the main character, Hannah, through two different timelines: before and after. Before and after the murder of her college roommate. Who killed this rich and popular girl, and why?

Next, I picked up another thriller: The Fury by Alex Michaelides. His first book, The Silent Patient, became an instant favorite of mine. His second book disappointed me a little, so I was curious to see how I’d feel about this one. I was bored for half of the book, but then the story took a turn, and I instantly fell in love with it. Thankfully, the second half saved the book for me.

Still reading The Bill Gates Problem. Guys, I really enjoy the premise of this book, but I find myself reading less each week. It feels quite heavy, even though the content is good. With each finished chapter, I feel like I’ve gathered enough dirt on Gates (which is valuable), but at the same time, the overall negative tone can be a bit frustrating.

At the beginning of the month, I started a nonfiction book club on the app Fable, and our first read is Courage Is Calling by Ryan Holiday. I’m really enjoying this short read, and it’s one of those books where you end up highlighting a lot of passages. I love Holiday's writing because it feels effortless yet insightful. If you’d like to read along with me, you can join the book club for free here.

Thanks for reading! I'll be back in your inbox next Sunday. Let me know what you'd like to see explored in future issues.

Talk soon,
Elena

Learned something new today? Consider buying me a cup of coffee ☕️

P.S.: Don't have time to read an entire book but still want to soak up the key insights? Head over to my online shop for expertly crafted book summaries that give you all the wisdom in a fraction of the time! Perfect for busy readers who crave knowledge on the go.

New summary alert! Never Split the Difference is now live. Get your copy with a 20% discount—but hurry, the offer is only valid for the next three days! Use the code NEGOTIATE at checkout: