The Negotiator Magazine

Back to Index

prev 1 2 3 4 5 6 7 8 9 next
download printable version (MS Word .doc)

Knowing a negotiating process is important…but…

Tip #2: It's your people skills that can make the difference

At Hautacam Consulting, we utilize Inscape Publishing's DiSC© product. It is designed to describe a person's behavior when their personality interacts with a selected environment, like negotiating on behalf of your company or organization. Using this program, students identify their natural negotiating style and begin to understand how others may view them. You begin to see why you may be more comfortable with one person and less with another. It is easier to talk to people who have similar styles. We focus most of our time learning how to talk to people with less compatible styles.

The first step is to build a level of understanding of the four DiSC© Dimensions of Behavior attributes, and how they interact. They are:

  1. Dominant: Dominant people are good at making decisions. They want to control their environment, and do so by solving problems and meeting challenges. They are very direct and they are good at telling. They are self-confident but can sometimes be perceived as intimidating and arrogant. Questioning and listening does not come naturally to dominants. They tend to move toward goals without considering multiple solutions or outcomes. For that reason, others often find them impatient and uncaring. They use a bottom line approach. They are good at stating why something will not work. As a result, they may be seen as negative. To dominants, results are much more important than how people feel.
  2. Influence: Like a person who is Dominant, influencers are good at telling but they use a less direct method. They want to convince and motivate you, rather than forcing you to do something. Rather than being task focused like a Dominant, they are focused on completing the task with people. Influencers see the possibilities in a plan or idea, rather than the pitfalls. At their best, they can be viewed as visionaries. The influencer may view the Dominant as "negative" and the Dominant may view the influencer as "unrealistic" or even "political". Both want to make the decision, and are leaders. Influencers like to make favorable impressions and want a relationship. They can appear to be impulsive and disorganized. Attention to detail is not an asset because they prefer to look at the bigger picture. Influencers are social, and usually know a lot of people. They want to get results, but their focus is on motivating people to get the results, together.

prev 1 2 3 4 5 6 7 8 9 next
Back to Index


April 2005