Personality Flashcards
Extrovert
Outgoing, impulsive, and full of energy.
•Very enthusiastic but lack focus.
Tend to be stylish and fashionable.
•Emotional and stimulating and start conversations.
•Work space and house often cluttered.
•Enjoy spectator sports.
Negotiation Style
•Loves telling stories.
•Believes in bonding.
How Extroverts Become Challenging
•They do not prepare.
•Talk instead of listen.
•Agree on day and then change their mind the next.
How to negotiate extrovert
Do not attack
•Do not revert to sarcasm.
•Extroverts seek recognition. Look around the room for paraphernalia that they can talk about.
•Document everything said. Get/give promises in writing.
•Spouse may be analytic. Get them to focus on details and numbers.
Pragmatic
Very difficult negotiator. •Wants to take charge of negotiations. •Usually have a list of key issues they want to deal with before the bottom line. •Impatient. •Usually loners.
Identifiers
•Efficient, neat, organized.
•Like participatory sports.
•They like to win and they want you to lose. Negotiation Style
•Play hardball (throw fastballs mostly at your head)
•Want to win.
•Set high goals and are intimidating.
How Pragmatics Become Challenging
•They lack patience.
•Dislike lose of control and may revert to threats.
•As a result may cause deadlocks and not willing to work it out.
How not to Negotiate with a Pragmatic
•Don’t give in right away.
•If you give in too easily and don’t put up a fight, their appetite for confrontation won’t be satisfied. They’ll want more.
How Pragmatics Become Challenging
•They lack patience.
•Dislike lose of control and may revert to threats.
•As a result may cause deadlocks and not willing to work it out.
How not to Negotiate with a Pragmatic
- Don’t give in right away.
- If you give in too easily and don’t put up a fight, their appetite for confrontation won’t be satisfied. They’ll want more.
Neg prag
Know what you want and be prepared to stand your ground.
•They want to win and want you to lose. Let them think they’ve won.
•Start by aiming high with offer.
•Put additional items in your proposal that you’ll give away.
•After a struggle, give in with the additional items.
The Analytic Personality Traits •Everything is based on logic. •Very cautious. •Try to eliminate emotions. •Determined everything is done right. •Try to take the human element out of a human process.
Identifiers •Formal, conservative. •Desk and house is organized. •Phone calls returned. Records kept. •Hobbies are technical rather than physical
How Not to Negotiate with an Analytic
•Do not try to jam the deal down the Analytic’s throat.
•The more you push the more they resist.
•Avoid “selling.”
How to Negotiate with an Analytic
- Slow down to their pace.
- Do nothing unpredictable.
- Preparation is important to them—Do your homework!
- Find precedents to support your position.
The Amiable (Agreeable) Personality Traits •Relationship driven. •Feel that people are more important than facts. •Avoid confrontation at all costs. •Move slowly.
Amiables look like you’d like them—they are casual, open, conforming.
•Actions are tentative and reserved. Do nothing to upset others who they wish to like them.
•Office and home very “Homey.”
•Invite visitors to relax. Work without formality.
Negotiation Style
•Believe in win-win.
•Best listeners.
•Aim to leave deal with all parties feeling their needs have been met.
Difficult to pin down in their decision making process.
•Want to be liked so much will tell you whatever you want to hear at the moment, only to change their tune when someone expresses a different position.
•Sometimes negotiations will break down because Amiable is unable to make a commitment or decision.
•Want to come away from every negotiation with both a deal and a relationship.
Focus on people issues. •Let Amiable play host, be the guest. •May be reluctant to accept new ideas. •Avoid being impatience. •Let time pass to the Amiable can build a relationship. •From there a deal will unfold.
Challenging negotiators come in all shapes, sizes and variations.
•Unlikely to be textbook as the previous descriptions.
•Realize that in order to negotiate successfully, you’ll have to employ a combination of tools, customized to the particular challenge.
•Listen to their stories, flex with their timetables, recognize guilt as a ploy, and get to what’s behind it, let them save face, brainstorm alternatives, be prepared to
revisit and revise
