The Negotiator Magazine

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You may use one or more attributes less, because they feel uncomfortable. But to be most effective, learning how to use them when needed is important.

When people of different styles interact, it can be negative. The influencer, negotiating with a conscientious style makes a comment with a minor statistic about the quality of a product. It is questioned and cannot be supported. The steadiness style negotiating with a person in the dominant category wants to consider answers to questions. While thinking, the dominant person begins to talk again, filling the silence, pushing for an answer or decision. An influencer, negotiating with a dominant will answer questions with a story or anecdote rather than using a shorter direct approach. All of these seemingly small things can become huge in the midst of a negotiation.

To maximize your efforts, not only recognizing the style of others, but fully understanding your own tendencies and being flexible when necessary is important.

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April 2005