On Profiling: Do Not Use a Gun for a Mosquito
IN order to steer the negotiator toward your desired outcome, you need to know who your counterpart is, what are their interests and motivation. The person behind the case will be the one with whom you will be dealing. To a large degree, the facts are only the scenery. Work the man, not the case, and you will succeed.
Equip yourself with the right tools: adapt your negotiation approach, style, language, and tactics to fit your counterpart. This tailor-made approach is referred to as profiling. This includes a 360-degree analysis of the type of negotiator you are dealing with, their personality traits, their ego maturity level, the sources of power they rely on, their communication style, ...
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