Negotiating With Drivers And Expressives
The Four Social Styles And How You Should Negotiate With Them:
Driver -The Director.
• Assertive but not responsive
• Task rather than people oriented.
• Decisive and determined
• Controlled emotions
• Set on efficiency and effectiveness.
• Likes control, often in a hurry.
• Firm, stable relationships
• Stubborn, tough.
• Impatient.
• Inflexible poor listener.
To Negotiate With Drivers:
• Plan to ask questions about and discuss specifics, actions and results.
• Use facts and logic.
• When necessary, disagree with facts rather than opinions. Be assertive.
• Keep it business-like, efficient and to the point.
• Personal guarantees and testimonials are least effective, better to provide options and facts.
• Do not invade personal space.
Expressive - The Socialiser.
• Assertive and responsive.
• Reactive, impulsive, decisions spontaneous, intuitive
• Placing more importance on relationships than tasks
• Emotionally expressive, sometimes dramatic.
• Flexible agenda, short attention span, easily loved.
• Enthusiastic.
• Strong persuasive skills, talkative and gregarious.
• Optimistic; takes risks.
• Creative.
To Negotiate With Expressives:
• Seek opinions in an area you wish to develop to achieve mutual understanding.
• Discussion should be people as well as fact oriented.
• Keep summarising . work out specifics on points of agreement.
• Try short, fast moving experience stories.
• Make sure to pin them down in a friendly way.
• Remember to discuss the future as well as the present.
• Look out for the impulse buy.
Tomorrow, we identify how to recognise and negotiate with Analyticals and Amiables.
Need more business? You will enjoy reading “Promiscuous Prospecting” by Jill Konrath here
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POSTED IN: Leadership Skills
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