Not Everyone Plays Fair: Four Negotiators You Should Know

I’ve always favoured a principled approach to negotiation, though I’ll admit I might be a little biased.

Most of the work I do involves establishing or re-negotiating long-term business relationships. That means integrity and reputation matter just as much as the deal itself. After all, there's a good chance I’ll be sitting across the same person again in a few months or years when the agreement needs to be renewed or restructured.

But here's the thing: not every negotiator takes the long view.

Over time, I’ve had to learn, sometimes the hard way, that some counterparts take a different and more abrasive approach. And to be fair, this makes a degree of sense. In the short term, behaving unreasonably can work surprisingly well in commercial negotiations.

That’s why it’s important to recognise the style of the person sitting across from you. Here are four common types of negotiators you’ll want to get familiar with – and how to respond to each of them:

1. The Trumpian

This type opens negotiations with extreme demands – far beyond what they actually expect to get. The goal? To control the dynamic and create the illusion of generosity when they inevitably make concessions (which were always part of the plan).

How to respond: Be crystal clear about your own goals and limits. Prepare thoroughly, know your walk-away point, and don’t let outrageous anchors drag you off course. The Trumpian only respects strength – if you flinch, you’re done.

2. The Reciprocal One

This negotiator plays a tit-for-tat game: every concession must be matched by one from you. They’ll say things like, “I can do X, but only if you give me Y.”

How to respond: Reciprocity isn’t inherently bad – it can even be healthy – but make sure concessions are balanced. Don’t hand out big concessions for small ones. Don’t be afraid to call out the behaviour if it gets in the way of a fair negotiation.

3. The Innocent Middleman

You’ll hear a lot of: “I’d love to help, but my hands are tied.” This negotiator claims to lack the authority to commit to meaningful terms. Sometimes it’s true. Sometimes it’s a tactic.

How to respond: Probe. Ask clarifying questions to test how much discretion they really have. If you suspect they’re not the decision-maker, try to get access to someone who is – or at least get clarity on who controls what. Take everything with a pinch of salt. Don’t take the first ‘no’ at face value. Keep asking.

4. The Greedy One

No matter what you offer, it’s “not good enough.” They never make a meaningful counteroffer – they just keep asking for you to ‘up’ your offer.

How to respond: Whatever you do, don’t start negotiating against yourself. Resist the urge to improve your offer just to fill the silence. Instead, hold your ground and ask them to come back to you with a counteroffer.

Final Thoughts

Not everyone negotiates with the future in mind. Some play a short-term game, using tactics that prioritise leverage over relationship building, integrity and honesty.

That doesn’t mean you need to play the same game, but you do need to recognise it. Understanding who you’re dealing with and adapting your strategy accordingly can help you stay principled and effective.

At the end of the day, negotiation isn’t just about winning. It’s about creating deals that endure.