How to Become a Better Negotiator, Second Edition

Style Diagnosis

Not sure of your dominant communication style? Then take the unscientific test in Figure 3–2. Read each phrase and check the one word that best describes you. Then count up the check marks in each of the four columns. At the end of the quiz, you’ll find the scoring key.

Figure 3-2. Self-Diagnostic Communication Style Test

Your manner is basically	accepting	friendly	controlling	evaluative
Decision making	slow	emotional	impulsive	fact based
Talk about	personal things	people	achievements	organization
Using time	not rushed	socializer	rushed	runs late
Relates to others	accepting	empathizer	commands	assessing
Gestures	sparse	open	impatient	closed
Clothing preferences	conforms	very stylish	formal	conservative
Work pace	steady	enthusiastic	fast	controlled
Listening	interested ...