Negotiating With Amiables And Analyticals
June 14, 2007 by Jonathan Farrington
Yesterday, we illustrated how to identify and negotiate with Drivers and Expressives. Today we look at Amiables and Analyticals
Amiable - The Supporter.
• Not assertive but responsive.
• Dependent on others.
• Respectful, willing and agreeable.
• Emotionally expressive.
• Everyone’s friend; supportive; soft-hearted.
• Low risk taker, likes security
• Group builder.
• Over sensitive.
• Not goal orientated.
To Negotiate With Amiables:
• Work, jointly, seek common ground.
• Find out about personal interests and family.
• Be patient and avoid going for what looks like an easy pushover.
• Use personal assurance and specific guarantees and avoid options and probabilities.
• Take time to be agreeable.
• Focus discussion on .how.
• Demonstrate low risk solutions.
• Don’t take advantage of their good nature.
Analytical - The Clinician.
• Not assertive, not responsive.
• Precise, orderly and business-like.
• Rational and co-operative.
• Self-controlled and serious.
• Motivated by logic and facts.
• Not quick to make decisions.
• Distrusts persuasive people.
• Like things in writing and detail.
• Security conscious.
• Critical, aloof, sceptical.
• Excellent problem solver.
• Likes rigid timetables.
To Negotiate With Analyticals:
• Take action rather than words to demonstrate helpfulness and willingness.
• Stick to specifics . Analyticals expect salesmen to overstate.
• Their decisions are based on facts and logic and they avoid risk.
• They can often be very co-operative, but established relationships take time.
• Consider telling them what the product won’t do . they will respect you for it, and they will have spotted the deficiencies anyway.
• Discuss reasons and ask why? questions.
• Become less responsive and less assertive yourself.
If you are serious about developing not just your negotiation skills but also your all-round communication skills, I do advise you to familiarise yourself with the “Social Styles” model.
