Intrinsic vs. Extrinsic Motivators

Knowing how the individuals you are negotiating with are motivated will give you leverage in your negotiation. The two basic motivation types are intrinsic and extrinsic.

Intrinsic Values

This motivation is derived from the person doing something for its own sake, or the value something has in itself is reason for doing it. Doing an activity for its inherent satisfaction rather than for some separable consequence. This motivation strategy is most effective with  personalities that don't need to show off. 

Extrinsic Values

Here the person is motivated by an outside (external) source. These sources include money, awards, and recognition. A physical or noteworthy object that can be shown or presented as a sign of accomplishment. Doing something in order to attain some separable outcome. 

Each of these motivation types can be used in negotiation. An intrinsically motivated person will be swayed with the knowledge of completion of a beneficial deal and having that knowledge and confidence for future endeavors. The Extrinsically motivated individual will be motivated with a lager compensation throughout the negotiation. This type of motivator is easier to recognize and produce in an negotiation. The intrinsic motivator is the one that needs some build up and maturing for the duration of the negotiation. People are rarely one or the other, they lean to one side of the spectrum or the other. This being said you must plan accordingly with who you are negotiating against. 

Zimmerman, Michael J., "Intrinsic vs. Extrinsic Value", The Stanford Encyclopedia of Philosophy (Winter 2010 Edition), Edward N. Zalta (ed.), URL = <http://plato.stanford.edu/archives/win2010/entries/value-intrinsic-extrinsic/>.

Ryan, Richard, and Edward Deci. "Intrinsic and Extrinsic Motivations: Classic Definitions and New Directions." Contemporary Educational Psychology. 25. (2000): 54-67. Print. <http://mmrg.pbworks.com/f/Ryan, Deci 00.pdf>.