Enneagram and Negotiation: How Personality Shapes Bargaining

Learning about the Enneagram and negotiation is an excellent way to improve negotiation outcomes, as it can help you identify blind spots and tailor your communication to different people. Each personality type has distinct communication, conflict resolution, and negotiation styles; understanding yours can help you leverage your strengths and respond more strategically.

In this article, we’ll dissect the topic of the Enneagram and negotiation styles and explain how you can improve their outcomes through self-awareness. Let’s begin!

How the Enneagram System Influences Communication and Negotiation

The Enneagram heavily influences your communication and negotiation style, as your core motivations, fears, and personality traits directly impact your values, preferences, and behavior.

Here’s a brief overview of each Enneagram type’s core motivations and communication styles:

Interestingly, your personality type can predict not only negotiation behavior but also success. Western Washington University researchers found that agreeableness and openness to experience positively impact the negotiator’s outcomes.

Another study by Huang and Hadfi found that disagreeable personalities are more likely to pick assertive, aggressive, and non-collaborative negotiation strategies that diminish mutual gains and lead to negative results. Refining your negotiation strategy based on your personality type can help you avoid such pitfalls and achieve better agreements.

With this in mind, let’s move on to the topic of the Enneagram and negotiation styles.

Negotiation Styles of Each Enneagram Type

Below is an in-depth overview of the Enneagram and negotiation styles, covering bargaining strategies, pitfalls, and personalized tips for each Enneagram type:

Enneagram 1

Type 1 values order, correctness, and justice, so it’s hardly surprising that they primarily rely on logic, rules, and fairness during negotiations. They don’t use deceptive tactics to manipulate outcomes; on the contrary, they play by the book and never compromise their integrity.

Ones can be rigid, and especially so when they negotiate with others; if they know the correct solution, they’ll fiercely vouch for it. Emotional appeals are anything but appealing to them; the best way to negotiate with them, therefore, is to explain your reasoning clearly and demonstrate fairness.

To improve their negotiation outcomes, Ones should let go of perfectionism. Too often, they reject good compromises just because they aren’t exactly what they had hoped for. In truth, not all solutions have to be perfect; most of the time, “good enough” is good enough.

Enneagram 2

The warm-hearted Enneagram 2 has a collaborative negotiation style. Relationships mean the world to them, so they wouldn’t sacrifice their connection with others even for the sweetest deal.

In their eyes, the ideal negotiation outcome is one that aligns with the needs of all parties involved, so you can win them over by emphasizing the mutual benefits of your desired option. This is also why they often build successful careers in HR and other fields that require mediation and conflict resolution.

When it comes to the Enneagram 2 and negotiation obstacles, one thing Twos should look out for is being overly accommodating. Their empathy has no bounds, and they often minimize their needs to please others. Unfortunately, this can result in suboptimal negotiation outcomes, as some people may take advantage of their kindness.

Twos can improve their negotiation strategy by enforcing personal boundariesto prevent others from exploiting them. Clearly expressing personal needs is also highly important.

Enneagram 3

Threes are energetic, image-conscious, and ambitious individuals who strive for success. They approach negotiations with confidence and boldness, which makes them very persuasive.

Their negotiation style is efficient; they focus on achieving the best results in the least amount of time. And because they’re pragmatic, they often use numbers or highlight key advantages to prove their point. Naturally, focusing on tangible benefits is key to getting Type 3 on your side during negotiations.

Sometimes, however, Threes can be prone to overselling; they may promise more than they can deliver just to secure the deal. This can lead to problems down the road, so it’s essential for them to clarify expectations and keep them realistic during negotiations.

Enneagram 4

When it comes to negotiation and Enneagram Fours, emotions play a pivotal role; these individuals are highly sensitive and may take disagreement personally. So, whether you’re striving for an effective negotiation or conflict resolution with Enneagram Fours, it’s critical that you acknowledge their feelings before discussing the details.

Fours seek meaning in all areas of life, so they tend to emphasize personal significance, rather than practicality, during negotiations. Because they can be highly emotionally invested in the outcome, feelings of inferiority may arise when they fail to negotiate a desirable deal.

As such, the best negotiation tip for this type is to separate identity from the outcome; otherwise, they may fall into unhealthy patterns of self-criticism, comparison, and isolation.

Enneagram 5

The negotiation style of Enneagram Fives can be best described as analytical, private, and strategic.

Fives don’t dive headfirst into negotiations. Instead, like Sherlock Holmes, a quintessential fictional Type 5, they take their time to gather information, analyze their options, and craft a well-thought-out proposal.

However, their reserved communication style and data-driven negotiation strategy can make them seem detached and uncooperative. Additionally, their tendency to overthink may delay negotiations and important decisions. Therefore, they can improve their negotiation outcomes by sharing their thoughts with others before they have it all figured out.

And if you’re negotiating with Fives, be prepared to practice patience. Explain your proposal, clarify the details, and give them time to meditate on it. Pressuring them will only lead to withdrawal.

Enneagram 6

Enneagram Sixesapproach negotiations cautiously. They are likely to read the fine print before agreeing to anything and meet proposals that sound too good to be true with skepticism. They also often ask questions and seek reassurance from others.

Because this Enneagram type wants to assess risks and prepare for worst-case scenarios before moving forward, your best option when negotiating with them is to be transparent, offer guarantees, and suggest backup plans.

When it comes to Enneagram Six and negotiation advice, this type can benefit from leveraging their discernment to distinguish real risks from imagined threats; too often, their caution turns into self-doubt and distrust, increasing the risk of decision fatigue and needlessly prolonging the negotiation process.

Enneagram 7

In negotiations, Enneagram Sevensprefer flexible agreements. Like Jack Sparrow, a classic fictional Type 7, they like to keep their options open and resist binding commitments.

Therefore, you can best negotiate with them by offering them the chance to change direction later on or incorporating flexibility into the agreement in other ways. Their resistance drops once they realize they aren’t making a permanent, fixed commitment.

If there’s one piece of advice Enneagram Sevens can benefit from when negotiating, it’s to summarize decisions clearly at the end of the discussion. They often get so caught up in exploring different possibilities and brainstorming ideas that they become scattered, leaving all parties unsure about what was actually agreed upon.

Enneagram 8

In the context of the Enneagram and negotiations, Type 8 undoubtedly has the most direct, forceful approach. Courageous and self-confident, Eights aren’t afraid of open confrontation.

Because their communication style is straightforward and assertive, they may inadvertently intimidate others and escalate conflict. While their decisiveness is beneficial in leadership roles, their commanding presence may discourage others from expressing disagreement, leading to one-sided negotiations.

As such, the best negotiation advice for Enneagram Eights is to invite discussion and honest feedback rather than push for their preferred option. Adopting a more collaborative approach can greatly improve their negotiation outcomes without sacrificing power and influence.

And if you’re negotiating with them, don’t hesitate to state your position clearly and confidently; they appreciate open, honest, and direct communication.

Enneagram 9

Enneagram Nines yearn for inner and outer harmony, which is also evident in their approach to negotiations. They seek to accommodate others, choosing peace over confrontation. Instead of asserting themselves, they often agree with other people just to avoid conflict. And, whenever possible, they prefer others to close deals.

However, this passive, overly accommodating negotiation approach often leads to resentment. For this reason, Nines should state their opinions openly instead of suppressing their thoughts and preferences. You can gently encourage them to express themselves during negotiations by inviting them to share their thoughts and giving them time to respond.

Now that we’ve discussed the Enneagram and negotiation styles, let’s see how you can use this knowledge to improve negotiation outcomes.

How Self-Awareness Improves Negotiation Outcomes

Developing self-awareness can significantly improve your negotiation outcomes by enabling you to recognize your unconscious reactions and choose more thoughtful responses. As a result, it can help you learn from and avoid common negotiation mistakes, such as delaying decisions due to overthinking or agreeing too quickly just to keep the peace.

Self-awareness also helps build emotional intelligence, which is invaluable in negotiations. A study by Evans suggests that emotionally intelligent negotiators take an empathetic approach that prevents conflicts from escalating and facilitates mutually beneficial outcomes, resulting in a smoother negotiation process.

One of the most effective personal development tools you can use to refine your negotiation strategy is the Enneagram.

Unlike most other systems, this personality framework explains the underlying motivations behind your actions, allowing you to not only identify your behavior patterns but also understand their origins. This knowledge alone can help you adapt your negotiation approach and achieve more successful outcomes.

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Key Takeaways

Let’s wrap up our exploration of the Enneagram and negotiation styles with a short recap:

• Each Enneagram type has a distinct communication style that shapes their approach to negotiation, which is largely influenced by their core motivations and traits.
• Types 1, 3, and 8 have the most direct and assertive negotiation style, whereas Types 2 and 9 have the most collaborative approach.
• Self-awareness can help you improve your negotiation outcomes by allowing you to identify your pitfalls and craft thoughtful responses instead of reacting automatically.

Enneagram and Negotiation FAQs

#1. Which Enneagram types are hardest to negotiate with?

Which Enneagram types are hardest to negotiate with largely depends on your personality type. For instance, Fives often dislike negotiating with Threes since these value speed over careful analysis. However, Eights typically prefer negotiating with Threes over Fives because they also value straightforward, efficient communication.

#2. How can I adjust my negotiation style based on someone else’s type?

You can adjust your negotiation style based on someone else’s type by matching your offer and communication style to their core motivations. If you’re negotiating with a Seven, for example, it may be a good idea to explore possibilities and propose a flexible option. However, this approach wouldn’t work well for Ones, who favor structure and clarity over flexibility.

#3. Do Enneagram insights apply equally to business and personal negotiations?

Yes, Enneagram insights apply equally to business and personal negotiations because the same core fears and motivations drive people’s behavior in both settings. For example, Twos value relationships and connection, so they approach both personal and professional negotiations with a collaborative mindset.