How to Become a Better Negotiator, Second Edition

Style II: Creators

Creators are enthusiastic and excitement-driven people. Their excitement is often contagious and persuasive. They don’t mind breaking away from the negotiations and having fun. Creators can be impulsive and often make decisions on the spot. They are idea people but often fail to act on their great ideas. That is one of the negatives associated with Creators—they have a problem with follow-through. The thrill for them is the idea; they tend to lose interest during follow-through, which makes them “priority jumpers” in many cases. Creators dislike routine and enjoy fast-paced conversations. When stressed, they often try to change the subject.

There’s an old saying that goes, “God invented us with two ears and one mouth for a ...