Personality Types Flashcards
Learn the different personality types
See themselves as Realistic, Prepared and Smart
Analyst
May be seen to others as Cold and Standoffish
Analyst
As long as they aren’t causing conflict , they are actively preserving the relationship
Alalyst
Care about acquiring facts and info
Analyst
Negotiation Mindset:
Time = preparation
Silence = time to think
Analyst
Methodical & diligent. Hates Surprises.
Analyst
Self-image tied to minimizing mistakes
Analyst
Prefers to work on their own
Analyst
Reserved problem solver
Analyst
Information Aggregator
Analyst
Skeptical by nature
Analyst
May appear to agree when just agreeing to think about it
Analyst
Slow to answer calibrated questions
Analyst
Apologies have little value
Analyst
Giving:
They only give up things they’ve already thought long and hard about.
Analyst
Receiving:
When they receive first, they think it must be a trap
Analyst
Tools to use:
- Labels, specifically to compare analysis
- Data
- Use data to explain your reasons, no ad-lib
- Use data comparisons to disagree
Analyst
Analysts
How to get them back:
Show them you’re ready to get something accomplished
Analysts
Worst-Type Match:
Assertive
See themselves as Personable, Conversational, Relationship Focused
Accommodator
May be seen by others as Friendly, and Too Talkative
Accommodator
The relationship is the most important
Accommodator
Care about building relationships
Accommodator
Negotiation Mindset:
Time = relationship building
Silence = upsetting, indicates anger
Accommodator
Happy with Communicating
Accommodator
Sociable, peace-seeking, optimistic
Accommodator
Distractible, poor time managers
Accommodator
Watch tone and body language, they won’t express hesitancy in words
Accommodator
Risk: may overpromise, agree to give you something they can’t actually deliver
Accommodator
Giving:
They are most likely to give up something first. Their giving isn’t motivated by receiving
Accommodator
Receiving:
They are flattered and take it as confirmation of a positive relationship.
Accommodator
Tools to Use:
- What and How calibrated questions focused on implementation.
Accommodator
Accommodator
How to get them back:
An apology (I’m sorry is mandatory)
Accommodator
Worst-Type Match:
Accommodator
They see themselves as Honest, Logical, and Direct
Assertive
They may be seen by others as Emotional, Aggressive and Harsh
Assertive
Need mutual respect, nothing more or less
Assertive
Cares about being heard
Assertive
Negotiation Mindset:
Time = Money
Silence = Opportunity to speak more
Assertive
Perfecting the solution is less important than getting it done
Assertive
Loves winning above all esle
Assertive
Most likely to get tunnel-vision
Assertive
If you focus on one goal, you miss opportunities to explore options
Assertive
Emotions can cloud decision-making faculties
Assertive
View negotiations a s intellectual sparring
Assertive
Focus first on what they have to say. They’ll only listen if they’re convinced you understand them.
Assertive
Assertive
Tools to Use:
- Mirrors
- Calibrated questions
- Labels
- Summaries
- Get a “that’s right”
Giving:
Give them in inch, and they’ll take a mile
Assertive
Receiving:
If they give up something, they are counting the seconds until they get something of equal or more value
Assertive
Assertive:
How to get them back?
Any invitation to re-engage
Assertive:
Worst-Type Match?
Analyst
