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Never Split the Difference > Personality Types > Flashcards

Personality Types Flashcards

Learn the different personality types

1
Q

See themselves as Realistic, Prepared and Smart

A

Analyst

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2
Q

May be seen to others as Cold and Standoffish

A

Analyst

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3
Q

As long as they aren’t causing conflict , they are actively preserving the relationship

A

Alalyst

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4
Q

Care about acquiring facts and info

A

Analyst

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5
Q

Negotiation Mindset:
Time = preparation
Silence = time to think

A

Analyst

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6
Q

Methodical & diligent. Hates Surprises.

A

Analyst

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7
Q

Self-image tied to minimizing mistakes

A

Analyst

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8
Q

Prefers to work on their own

A

Analyst

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9
Q

Reserved problem solver

A

Analyst

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10
Q

Information Aggregator

A

Analyst

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11
Q

Skeptical by nature

A

Analyst

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12
Q

May appear to agree when just agreeing to think about it

A

Analyst

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13
Q

Slow to answer calibrated questions

A

Analyst

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14
Q

Apologies have little value

A

Analyst

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15
Q

Giving:
They only give up things they’ve already thought long and hard about.

A

Analyst

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16
Q

Receiving:
When they receive first, they think it must be a trap

A

Analyst

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17
Q

Tools to use:
- Labels, specifically to compare analysis
- Data
- Use data to explain your reasons, no ad-lib
- Use data comparisons to disagree

A

Analyst

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18
Q

Analysts
How to get them back:

A

Show them you’re ready to get something accomplished

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19
Q

Analysts
Worst-Type Match:

A

Assertive

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20
Q

See themselves as Personable, Conversational, Relationship Focused

A

Accommodator

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21
Q

May be seen by others as Friendly, and Too Talkative

A

Accommodator

22
Q

The relationship is the most important

A

Accommodator

23
Q

Care about building relationships

A

Accommodator

24
Q

Negotiation Mindset:
Time = relationship building
Silence = upsetting, indicates anger

A

Accommodator

25
Q

Happy with Communicating

A

Accommodator

26
Q

Sociable, peace-seeking, optimistic

A

Accommodator

27
Q

Distractible, poor time managers

A

Accommodator

28
Q

Watch tone and body language, they won’t express hesitancy in words

A

Accommodator

29
Q

Risk: may overpromise, agree to give you something they can’t actually deliver

A

Accommodator

30
Q

Giving:
They are most likely to give up something first. Their giving isn’t motivated by receiving

A

Accommodator

31
Q

Receiving:
They are flattered and take it as confirmation of a positive relationship.

A

Accommodator

32
Q

Tools to Use:
- What and How calibrated questions focused on implementation.

A

Accommodator

33
Q

Accommodator
How to get them back:

A

An apology (I’m sorry is mandatory)

34
Q

Accommodator
Worst-Type Match:

A

Accommodator

35
Q

They see themselves as Honest, Logical, and Direct

36
Q

They may be seen by others as Emotional, Aggressive and Harsh

37
Q

Need mutual respect, nothing more or less

38
Q

Cares about being heard

39
Q

Negotiation Mindset:
Time = Money
Silence = Opportunity to speak more

40
Q

Perfecting the solution is less important than getting it done

41
Q

Loves winning above all esle

42
Q

Most likely to get tunnel-vision

43
Q

If you focus on one goal, you miss opportunities to explore options

44
Q

Emotions can cloud decision-making faculties

45
Q

View negotiations a s intellectual sparring

46
Q

Focus first on what they have to say. They’ll only listen if they’re convinced you understand them.

47
Q

Assertive
Tools to Use:

A
  • Mirrors
  • Calibrated questions
  • Labels
  • Summaries
  • Get a “that’s right”
48
Q

Giving:
Give them in inch, and they’ll take a mile

49
Q

Receiving:
If they give up something, they are counting the seconds until they get something of equal or more value

50
Q

Assertive:
How to get them back?

A

Any invitation to re-engage

51
Q

Assertive:
Worst-Type Match?

Never Split the Difference (3 decks)

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