The Negotiator Magazine

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  1. Steadiness: Steadiness people, like influencers when looking at new ideas will see the positive aspects. Unlike the influencer, they do not like change even if it is positive. They perceive themselves as less powerful than their environment and feel that all will be well if everyone will just work harder, together, on the status quo. They are excellent listeners, and consider things before responding. Like the influencer, they are focused on people. They are extremely dependable, solid team players. High Dominant and influence styles that negotiate with people who are in the Steadiness style have to be careful as they like immediate responses. The Steadiness style likes to think before responding. They are very methodical, and reserved. They are opposites of dominants and influencers.
  2. Conscientious: Like Steadiness, they are introverted and reserved. But, like the dominant, they are task and control focused. When negotiating, your statements must be factual and have a point. They are perfectionists. Their approach is indirect, reserved, business-like, and diplomatic. Unless you can give them reasons supported by facts, they do not readily accept change. They believe that if people will follow processes and procedures, many problems will be solved and change becomes unnecessary. Facts and processes are most important and people are a secondary consideration.

An influencer, negotiating with a person who uses the conscientious style has to have accurate facts and support information. Detail is not a strong suit for influencers. Dominants have to have patience with the conscientious style, as dominants will want to make a decision and get on with it. A limitation of the conscientious style is that in their zeal to get all the facts, they can appear to be indecisive.

Regardless of the intensity of one or two of the attributes that an individual may have, everyone possesses some of all of them. This is identified through the Classic Profile. This profile examines the intensity of each attribute in comparison to the others. The negotiator gets a complete picture on how they tend to behave, and how to effectively communicate with different types of people. The Classic Profile includes an evaluation of how your style tends to behave in consideration of the following:

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April 2005