We all know the golden rule ... Do Unto Others as you would to have you. Dr. Tony Alessandra in his new book, The Platinum Articles (1996 Warner Books), says there is a better way ... Do Unto Others, because they want to do. "
As is the case for negotiation? Quite simply, we negotiate with people or groups of people. Since the personality styles of our partners may be different, so we vary our approaches to different people. We will review the information in beautiful Dr.Alessandra ¹ s book and then some decisions about our special approach with particular personalities.
Different people observe, interpret information and act differently.
Here is a brief summary of the four styles, the Dr. Alessandra discusses in his book:
Directors' football coach, drill sergeant, dictators. Directors are aligned challenge take-charge decision-makers. Performance and success are defined to overcome obstacles and realizing benefits.Socializer - are "people" people. PR, sales people, actors and speakers. Appreciation and recognition are, looking for what the socializer. Time in which gossip is a good investment. Relates <friendly and reliable. Relates are team players, the extreme patience in difficult times and get the work over the long term. Thinkers' Serious, analytical people with long term objectives. Think about decisions before they have all the information and analysis to ensure a proper, well thought-outDecision. As each style tends to use and how it is with every critical to the overall success in our negotiations to negotiate. Directors to take such measures ... To accept challenges ... to achieve and reach ... fear, "soft". The best way to deal with a director, is to offer him or her a choice of several possible alternatives, and a deadline. Let them choose. They feel "in charge" and if you are in the design of such options, you will receive careful what youwant.
The Socializer wants to "shoot the Wind" ... Have fun ... make a good impression ... Speaking to articulate with a style. They fear did not like. They want you to be their friend ... they ask about yourself ... appreciate her wit. If they like you, and how they believe they are doing business with you and make you a lot.
Relates to peace and stability ... They want a stable work environment ... You may sit or stay in one place. You wantPredictability and reliability in every important transaction. They do not like surprises, changes or modifications without prior notice. To negotiate successfully with the narration, we must emphasize our reliability and the predictable, reliable way of business. Following the step by step, in a predictable reliable results of the best works here.
Thinkers are oriented facts and are proud to be conscientious. They want to know how things work and want to analyze time andOrganize tasks. Their work is of high quality, even if they sometimes take longer than we like to wear it for them. They can be over critical and sometimes insensitive felt. Their biggest fear is that one wrong. They would rather not make a decision than to make a bad or wrong (irrational) decision.
Negotiation is a person to person process.
Have fun next time you negotiate carefully drawn by observing the personality style signals from your colleagues.
Beingcan be sensitive to personality orientation really increase our successes, reducing friction and lead us to a better agreement.
Try it out ... They are negotiating with style!
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