ANALYZING YOUR BEHAVIOR

While knowing the negotiating style of another person is critical to the success of any interaction, equally important is knowing your own style. 

 Below is a version of the Personal Profile System, devised by the Psychiatric Department at the University of Minnesota that can be used as a quick analysis of your negotiating style.

 STEP 1

 In each of the five boxes below, examine the four descriptive adjectives as they may or may not describe you.  In each box, rank the adjective that most describes you as "7", the next closest as "5", the next closest as "3", and the least closely as "1".  Each box should have four adjectives ranked 7,5,3, and 1.  No group can have duplicate values, that is, there must be at least one of each of the four values, in each of the five groups.

 STEP 2

Transfer your responses from Step 1 to the boxes below and total columns A, B, C & D at the bottom 

 STEP 3

Use the column totals to establish Plot Points on the graph below.

Basic Tendencies

High "D" Tendencies

High "I" Tendencies

 High "S" Tendencies

High "C" Tendencies

When Negotiating with each type of personality, try to employ these strategies

Type "D" People

ü      Don't argue with them

ü      Allow them to vent strong negative emotions

ü      Recognize their need for independence and esteem

ü      Probe their flat assertions

ü      Show them you're listening, Really Listening

ü      Be factual and ready to give explicit details

ü      Be firm but not bossy

ü      As a last resort, make them face the facts themselves.  Point out factual evidence that supports their misconception

Type "I" People

ü      Act reassuringly toward them

ü      Avoid moving in too fast, you must allow them to establish a trust platform with you

ü      Get them involved with the topic through gentle probing; do not come on like a know-it-all!

ü      Make heavy use of probing pauses; don't talk too much

ü      Don't exploit their submissiveness; they will shut down on you

ü      Guide them gently but firmly through the conversation

ü      As a last resort, make them aware that they are resisting the obvious, but do it diplomatically  

Type "C" People

ü      Know your facts, these folks will cut you to little ribbons if you try to bull your way through a conversation

ü      Be organized, yet flexible in your presentation and conversation

ü      Know your competition and use this knowledge

ü      Quantify whenever possible

ü      Continually check the understanding of your listener using summary statements

ü      Don't try and razzle-dazzle with lavish benefits or logic

ü      Recognize their needs for self-realization and independence

ü      Emphasize innovative aspects of the idea you are trying to convey

When carrying on a conversation, take a few minutes and ask questions to give you insight into the persons style and personality.  The following are some aspects of each of the personality types.

The Work History:

Dominance - Entrepreneur, commissioned sales, department manager, chief executive officer, president, upper level management

Influence - Commissioned sales, tour guide, public relations, human resources, performer

Steadiness - Counselor, personnel, bookkeeping, support services

Compliance - Engineer, scientific research technical support, accountant

Their Appearance

Dominance - Immaculate dresser.  Standard 'dress for success' image.  Conservative clothing yet geared to a powerful image, i.e., continental styling.

Influence - A little more flamboyant than the controller.  If clothing in a 'dress for success' look, they will do something that conveys their personal message like a pink shirt/blouse rather than the standard white.  In other modes of dress they may tend to be outrageous.  Loud colors and prints are not uncommon.

Steadiness - Casual mode of dress.  Lots of neutral colors and unobtrusive patterns in clothing.  They don't want an attention getting statement with their clothes.  They would prefer open collars/ dresses / casual slacks to ties / business suits.

Compliance - Very conservative mode of dress.  Their conservative image is different from the controller.  Theirs may tend to be conservative because it may be dated.  Rarely would they wear a lot of color.

Their Educational Background

Dominance - Business administration, economics, math major, political science or they may be the type with minimal education who taught themselves and came up by the "bootstraps".

Influence - Generally a liberal arts educations.

Steadiness - Liberal arts, social services, psychology.

Compliance - Science, engineering, any technical or detail intensive field.

Their Leisure Activities

Leisure activities usually revolve around an aggressiveness issue or you may prefer to call it competitiveness.

Dominance and Influence - They will tend to participate in team sports, particularly those they excel in.  They will tend to be involved in politics and community organizations, often as the president.  If not the president, their role will at least be highly visible.

Steadiness and Compliance - They prefer more individualized sports activities or at least small group sports.  They would play golf and tennis purely for the enjoyment not necessarily to beat their opponent.  They would enjoy activities such as reading and woodworking.  They prefer to be by themselves in their leisure hours.  If they participate in a team environment, they will be one of the background supporting members.

You will find it useful when you pay attention to their body language: