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 ...

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