Negotiate by Personality

Each personality type approaches the negotiation stage in a different way. Look at the following descriptions.

Assured

They are motivated by the desire to reach one goal in the outcome. The Assured customer must reach that goal or feel like he or she has lost. Avoid the win/win approach, because if you “win” at all, this customer has “lost.”

Quick Notes—Negotiating with the Assured Goal = Victory Negotiation approach = Threatens, demands Style = Hard, maybe even ultimatums Weakness = Digs in and thus may sidestep concessions Requires from you = Position or posture that you are equal

Energized

They are motivated by impulse and the desire to move on. If Energized customers feel they have influenced you to change your mind or concede, they have succeeded in the negotiation.

Quick Notes—Negotiating with the Energized Goal = Influence you Negotiation approach = High intensity, may be loud and sound emphatic and energetic Style = Excitable, wants others to be at the same excitement level Weakness = Ignores others, may not listen Requires from you = Ability to maintain enthusiasm, celebration of decision

Kind

They are motivated by the desire to ensure that everyone is happy with the outcome. The Kind customer takes a long time to make a decision, and is cautious about the effects on everyone involved.

Quick Notes—Negotiating with the Kind Goal = Agreement and positive effect all arround Negotiation approach = Develops relationship Style = Soft, will accept losses if justified Weakness = Easily swayed; but cannot be “bullied” Requires from you = Agreement and reminder that decision is good

Precise

They are motivated by details, details, and more details! Precise customers like to have a recognizable structure in the negotiation, with everything buttoned up. They will be put off by any last-minute surprises. Remember also that the Precise will want everything in writing!

Quick Notes—Negotiating with the Precise Goal = Order, structure Negotiation style = Ignores relationships, rigid Style = Detached, nitpicky on details Weakness = Inflexible, predictable Requires from you = Systematic, organized approach, proofs—support