SAMexpert logo

The Underrated Role of Personality in Negotiations

Negotiations are complex, and nothing influences them more than the personalities involved. Despite its significance, many negotiators overlook this crucial aspect. They often don't even understand their own personality traits and how these traits shape their negotiation style. You don't need a psychology degree to grasp the basics of personality traits. There are plenty of online tools available, like the DISC personality assessment, to help you understand yourself and others better.

Why Personality Matters in Negotiation

Understanding personality isn't just about self-awareness; it's about strategy. Knowing the personality types involved—both on your team and the other side—can significantly impact the negotiation outcome.

DISC: A Quick Guide to Understanding Personality Types

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.

Dominant Intelligent Steady Compliant (graph)

Red: The Dominant Leaders

These individuals are organised and assertive. They like to take charge and are often very goal-oriented.

Blue: The Cautious Planners

People in this category are accurate and cautious. They prefer to have all the details before making a decision.

Yellow: The Relationship Builders

These are the people persons. They are calm, interactive, and often the life of the party.

Green: The Analytical Thinkers

Green types are supportive and stable. They like to analyse situations deeply before taking action.

Tailoring Your Negotiation Strategy

Once you understand the different personality types, you can tailor your negotiation strategy accordingly. This involves adjusting your tactics and communication style to better engage with the personalities you're dealing with.

Why You Should Talk to Us

We're an independent consulting business that doesn't sell licenses or Cloud services. We do this intentionally to keep our advice unbiased.

Let Us Guide You Through Your Next Negotiation

If you've got an upcoming software or Cloud vendor negotiation, we're here to help. Fill out the form below to tell us about your challenges, and let's sort them out together.