The paper deals with the role of negotiating types in choosing a strategy in business negotiation. The paper pointed out the importance, but also the complexity of the business negotiation process. Business negotiation, if performed often and with quality, can be a segment of successful business and even gaining a competitive advantage. At the same time, success in business negotiation is influenced by various factors, and negotiation is a process consisting of different phases, each of which is important for overall success. In order for business negotiations to result in success, negotiators need to possess some knowledge and as many desirable and as few undesirable traits as possible. Given the complexity and importance of business negotiations, and especially the great competition and rapid changes today, the importance of continuous education of negotiators was emphasized. Negotiators can be classified into certain types. Of particular importance for this work is the division of negotiators according to the strategy they use and the division into analytical, adaptive and assertive type. In business negotiation, negotiators have at their disposal different strategies, each of which has its advantages and disadvantages, and the circumstances in which it is appropriate to use it. However, only a strategy of principled negotiation enables the best results to be achieved for all parties involved in the negotiations. As part of the paper, a research was conducted whose main goal was to determine the relationship between the type of negotiator and the strategy most often used by negotiators. It was found that the analytical type of negotiator most often uses principled negotiation, thus rejecting the hypothesis that such a type most often uses positional negotiation. Since the research showed that the adaptive type of negotiator most often uses soft negotiation, and the assertive one principled negotiation, the second and third hypotheses were accepted.