How to Become a Better Negotiator, Second Edition

Putting it Together

People naturally prefer to deal with others who share their own communication style. Problems arise when negotiators have different styles. Doers, for example, are frustrated by Listeners, who are slower to move toward conclusions or implementation of plans. Doers want Listeners to take the facts and make a decision. Listeners want Doers to go beyond the facts and care about people. Thinkers believe Creators are too flippant and easygoing. Creators, for their part, feel that Thinkers get too bogged down in details to see a higher vision.

Negotiations between Listeners and Doers, or between Creators and Thinkers, are the hardest.

Now let’s suppose that you’re trying to connect with a group or an individual. You know that ...