Actors Vs. Quants

There are two types of negotiators: Actors and Quants. Which one are you?

Are you the type who “performs” a compelling narrative to shift someone’s breakpoint? Or do you bury yourself in Excel until the bargaining range reveals itself?

Actors sell the story: they read the room, use conditional concessions (“If you sign today, I’ll waive fees”), and build emotional momentum. Quants crunch the variables - price, volume, timeline - until every point is bullet-proof and the deal can’t deadlock.

Take this 30-second test:

- Would you rather rehearse your pitch or rerun the spreadsheet?

- Do you trust your gut or your model when setting their breakpoint?

- Do you fear awkward silences or unpredictable data?

Answer honestly - and own your style. Actors, strike a pose. Quants, fire up your calculator.

Who are you? Actor or Quant?