We can view negotiation as either competitive or collaborative. But in reality, negotiating is more like a tide with ebbs and flows. As the process flows, we will have to flow with it.
There are advantages introverts have in negotiating when we recognize certain traits we have and step them up to use in our everyday business negotiations. Getting to Yes, by Roger Fisher, William Ury, and Bruce Patton, is possibly the most referenced book for anyone who wants to negotiate in a collaborative way. Getting to Yes identifies a collaborative type of negotiation, with four specific points to use to best advance this kind of negotiation. We will explore these now.