Personality and negotiation
Nothing has a more significant impact on the negotiation or the interaction between people than the personalities of those individuals. Although this effect is enormous on the negotiation outcome, most negotiators don’t invest enough time preparing for this aspect of the process. In addition, most negotiators don’t even understand their natural personality traits and how this affects their negotiation style.
You don’t need to be a scholar of psychology to learn the basics of personality traits or invest a tonne of time into learning. Today, you can either tap into many online apps that do the job or start with the “DISC personality assessment”. The DISC is a behaviour self-assessment tool initially based on the 1928 DISC emotional and behavioural theory of psychologist William Moulton Marston.
Red (leaders, dominant, organized)
Blue (compliance, accurate, cautious)
Yellow (calm, interactive, relationship-based, fun)
Green (supportive, stable, analytical)
Your role is to understand the business impact of the different personality types (your team and theirs) on the negotiation and adjust the strategies, tactics, and communications accordingly.
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