Personality Types

Question 1

See themselves as Realistic, Prepared and Smart

Answer 1

Analyst

Question 2

May be seen to others as Cold and Standoffish

Answer 2

Analyst

Question 3

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

Answer 3

Alalyst

Question 4

Care about acquiring facts and info

Answer 4

Analyst

Question 5

Negotiation Mindset:
Time = preparation
Silence = time to think

Answer 5

Analyst

Question 6

Methodical & diligent. Hates Surprises.

Answer 6

Analyst

Question 7

Self-image tied to minimizing mistakes

Answer 7

Analyst

Question 8

Prefers to work on their own

Answer 8

Analyst

Question 9

Reserved problem solver

Answer 9

Analyst

Question 10

Information Aggregator

Answer 10

Analyst

Question 11

Skeptical by nature

Answer 11

Analyst

Question 12

May appear to agree when just agreeing to think about it

Answer 12

Analyst

Question 13

Slow to answer calibrated questions

Answer 13

Analyst

Question 14

Apologies have little value

Answer 14

Analyst

Question 15

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

Answer 15

Analyst

Question 16

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

Answer 16

Analyst

Question 17

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

Answer 17

Analyst

Question 18

Analysts
How to get them back:

Answer 18

Show them you’re ready to get something accomplished

Question 19

Analysts
Worst-Type Match:

Answer 19

Assertive

Question 20

See themselves as Personable, Conversational, Relationship Focused

Answer 20

Accommodator

Question 21

May be seen by others as Friendly, and Too Talkative

Answer 21

Accommodator

Question 22

The relationship is the most important

Answer 22

Accommodator

Question 23

Care about building relationships

Answer 23

Accommodator

Question 24

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

Answer 24

Accommodator

Question 25

Happy with Communicating

Answer 25

Accommodator

Question 26

Sociable, peace-seeking, optimistic

Answer 26

Accommodator

Question 27

Distractible, poor time managers

Answer 27

Accommodator

Question 28

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

Answer 28

Accommodator

Question 29

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

Answer 29

Accommodator

Question 30

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

Answer 30

Accommodator

Question 31

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

Answer 31

Accommodator

Question 32

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

Answer 32

Accommodator

Question 33

Accommodator How to get them back:

Answer 33

An apology (I'm sorry is mandatory)

Question 34

Accommodator Worst-Type Match:

Answer 34

Accommodator

Question 35

They see themselves as Honest, Logical, and Direct

Answer 35

Assertive

Question 36

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

Answer 36

Assertive

Question 37

Need mutual respect, nothing more or less

Answer 37

Assertive

Question 38

Cares about being heard

Answer 38

Assertive

Question 39

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

Answer 39

Assertive

Question 40

Perfecting the solution is less important than getting it done

Answer 40

Assertive

Question 41

Loves winning above all esle

Answer 41

Assertive

Question 42

Most likely to get tunnel-vision

Answer 42

Assertive

Question 43

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

Answer 43

Assertive

Question 44

Emotions can cloud decision-making faculties

Answer 44

Assertive

Question 45

View negotiations a s intellectual sparring

Answer 45

Assertive

Question 46

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

Answer 46

Assertive

Question 47

Assertive Tools to Use:

Answer 47

- Mirrors - Calibrated questions - Labels - Summaries - Get a “that's right”

Question 48

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

Answer 48

Assertive

Question 49

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

Answer 49

Assertive

Question 50

Assertive: How to get them back?

Answer 50

Any invitation to re-engage

Question 51

Assertive: Worst-Type Match?

Answer 51

Analyst