Negotiations are personal experiences. You may have heard that the best way to gain favor in the eyes of another is to emulate their behavior. It is human nature to like those who are like us. Since we cannot separate ourselves from the situation when negotiating, winning the approval from those we negotiate with is a crucial step to becoming a better negotiator.
In this post we have uncovered for you the basic characteristics of the four personality types, a detailed explanation of each, and how to tailor your approach when negotiation with them.
Characteristics of the Four Personality Types
| Personality Type | Strengths | Weaknesses |
| Analytical | Intellectual Systematic Diligent |
Unemotional Perfectionist Inflexible |
| Amiable | Likeable Patient Tactful |
Lacks Assertiveness Unproductive Push-Over |
| Driver | Self-Sufficient Decision Maker Unwavering |
Uncooperative Bossy Insensitive |
| Expressive | Clear Communicator Enthusiastic Creative |
Chatterbox Extremely Intense Unrealistic |
Adapted from Peter Urs Bender’s Guide to Strengths and Weaknesses of Personality Types
The Analytical
The Analytical is courteous but impersonal, rational, and oriented to the task at hand. Their focus is on detailed and factual information. Their primary strengths consist of determination, discipline, organization, and caution.
Weaknesses may include being rigid, introverted, dull, and even melancholy. If the Analytical seems unable to reach a decision, it may be because they need time to review all the information. The analytical avoids risky business. Perfectionism can be a fault for the Analytical when they take it too far.
An Analytical’s goal is to be right and won’t reveal what they’re thinking until firm on their decision. They take pleasure in being accurate and it is painful to be wrong or criticized.
When Negotiating with an Analytical…
· Be thorough, logical, focused, and clear
· Expect to answer many “how” questions
· Stick to the business at hand
· Provide adequate evidence to support your position
· Don’t hurry them to make a decision
· Be prepared to restate your case
· Allot time for adequate consideration
The Amiable
The Amiable is loyal, steady, reliable, and a hard worker. They will often keep working to search for a solution long after others would have given up. They excel when working with teams since they are easy-going, supportive, emphatic, and trustworthy.
Weaknesses may include the inability to make a decision or take risks others may frown upon. They are too often focused on the opinions of peers so will conform to meet the needs of others before their own. Amiable’s can be too nice and refuse to fight for themselves to avoid confrontation.
They take pleasure in peace and stability and are pained by conflict and change.
When Negotiating with an Amiable…
· Stay calm, comfortable, and friendly
· Expect to answer many “why” questions
· Find ways to agree whenever possible
· Keep the negotiation on track, but do not rush or push
· Make them feel a part of the team by using the word “we”
· Compliment them as you see fit
· Listen intently and show interest in their position
The Driver
The Driver is a goal oriented, successful, go-getter who is not afraid of taking risks. They are blunt about what they want and respect others that are the same. A Driver is a natural decision maker and their air of confidence is very persuasive. The Driver often steam rolls over others, without even knowing, in their effort to get things done and produce results!
Weaknesses may include being obstinate, overbearing, intolerant, unemotional, and hot-tempered. They might also be inflexible, tough, and controlling.
They take pleasure in power, authority, and respect. Failure, lack of trust, and disrespect are painful for the Driver.
When Negotiating with a Driver…
· Present succinct, specific, and structured information
· Expect to answer many “what” questions
· Be professional and focused
· Discuss projected results
· State facts, not opinions
· Focus on the “Big Picture”
· Give alternative options
The Expressive
The Expressive is popular, a great public speaker, charming, encouraging, and very social. They love being part of the crowd and love to take risks, even if they may not be smart ones. Expressive’s are also enthusiastic, diplomatic and inspirational.
Weaknesses may include restlessness, over generalization, confrontational, and irrational behavior. They can also be self-centered, narcissistic, manipulative, lazy, and abrupt.
They take pleasure in being accepted and appreciated. It is painful for the Expressive to be alone or not receive recognition.
When Negotiating with an Expressive…
· Be passionate, receptive, and alert
· Expect to answer many “who” questions
· Build a relationship of trust and mutual respect
· Share stories, personal information, and experience
· Be honest and open
· Show how you can improve their reputation or image
· Try to avoid situations where conflict could arise
Before you embark upon your next big negotiation, take the time to study your competition and determine their personality type. Use the approaches we discussed above to tailor your approach to fit their personality. Be aware that some fit into more one category. For example, my husband is fits into two categories as an Analytical and Driver, while I am just an Amiable. Happy Negotiating!
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