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EIS Enneagram in Sales Hofstadler Kopie PDF
EIS Enneagram in Sales Hofstadler Kopie PDF
GSM
ModuleCUL1
CultureandLeadership1
MEIS
Enneagramin
Sales
IntegrativeModuleEnglishVersion
GlobalSalesandMarketingMaster,1stSemester
Prof(FH)Dr.HannesHofstadler
UpperAustriaUniversityofAppliedSciences,SchoolofManagement
GSMM
MEIS|EnneagraminSales 1
CONTENTS
Preface..............................................................................................................................................................................................3
1.Introduction...............................................................................................................................................................................5
1.1.AshorthistoryoftheEnneagram..........................................................................................................................5
1.2.AdvantagesandDisadvantagesofClassicaltypologiesormodelsofpersonality..........................7
2.HowdoesthemechanismoftheEnneagramwork?...........................................................................................8
3.AbriefintroductiontotheEnneagramanddefinitionsoftheEnneagramwording........................10
4.AshortEnneagramdictionary......................................................................................................................................16
5.AfirstOverlook.....................................................................................................................................................................20
6.TheEnneagramindetail...................................................................................................................................................21
6.1.Findingotherpersonstype..................................................................................................................................21
6.2.TypesandCountrycultures:..................................................................................................................................21
6.3.TheTypesinDetail.....................................................................................................................................................22
6.4.PracticalExercise........................................................................................................................................................31
7.TheStressPointandtheChanceForFurtherDevelopmentindetail.................................................32
8.LetsusetheEnneagram..................................................................................................................................................42
8.1.Typicalapectsofbehaviourofthedifferenttypes......................................................................................43
8.2.Howshouldwetreatthedifferenttypes?........................................................................................................49
8.2.1.Howcanwecooperatewiththedifferenttypes
(Manager/Employees,butalsopersonalpartnership)?...........................................................................50
8.2.2.TheoptimalTeamMixforcertaingoals..............................................................................................53
8.3.TheEnneagraminSales...........................................................................................................................................57
9.PracticalApplicationofSalesCase...............................................................................................................................66
11.LiteraturerecommendationsabouttheEnneagram........................................................................................77
MEIS|EnneagraminSales 2
PREFACE
ENNEAGRAM
You will get to know the different possibilities of discovering the type of
your business partners (in Sales or Management). This should enable you
to think about the opportunities to approach your business partners in a
positive and professional way
.
Finally you will have the chance to simulate Sales situations and to apply
your knowledge of different personalities in different Sales situations.
MEIS|EnneagraminSales 3
In preparation for this lecture, you have to read the following Literature:
Read this paper, especially the Part 1 in full (Part 2--Application is done
during the lecture/training!)
Read the designated pages (see our reader) of: The Enneagram in love
and work by Helen Palmer
Please reserve enough time for reading and understanding- it is not so easy to
REALLY UNDERSTAND!
MEIS|EnneagraminSales 4
1.INTRODUCTION
1.1.ASHORTHISTORYOFTHEENNEAGRAM
Oscar Ichazo (born 1930) stated that he was introduced to the psychological
typology of the Enneagram by Sufi-teachers in Pamir (Afghanistan). Ichazo has
been working with the Enneagram in Chile in the Arica-Institute since 1970.
From this time on the Enneagram made its way to humanist psychologists and
via the Jesuits into both the Roman Catholic and protestant Christian
communities.
Richard Rohr played a big role in Germany being the pioneer of the Jesuit
tradition of the Enneagram. Together with the Bavarian Lutheran pastor
Andreas Ebert he published one of the most famous Enneagram books in 1989.
MEIS|EnneagraminSales 5
Unknown origins
(Babylon or Middle East, approx. 4000 2500 B.C.).
SUFIS
(14./15. cent.)
ARICA-INSTITUT (1971)
First papers (1972)
Study groups
C. Naranjo
J. Lilly (1973)
S. Keen (1973)
J.G. Bennet K. Speeth H. Palmer
T. Dunne SJ/B. Ochs SJ
(1973) (1988)
D.R. Riso
(1974)
J. Perkins LOYOLA-UNIVERSITY
BERKELEY-UNIVERSITY
E. Jaxon-Bear R. Rohr
A. Lefrank SJ
H. Ehrtmann (1984)
A. Heine (1984)
A. Ebert (1988)
GCL
EcumenicalcircleEnneagram
e.V.
MEIS|EnneagraminSales 6
1.2.ADVANTAGESANDDISADVANTAGESOFCLASSICALTYPOLOGIESOR
MODELSOFPERSONALITY
# Sanguine Type
# Choleric Type
# Melancholic Type
# Phlegmatic Type
MEIS|EnneagraminSales 7
2.HOWDOESTHEMECHANISMOFTHEENNEAGRAMWORK?
MEIS|EnneagraminSales 8
Explanation
# In very happy situations of our life and when we feel Very safe,
We get access to a MATURE Version of behavior IN ADDITION
TO OUR NORMAL TYPEthis is called the point of further
Development (against the arrow- what a nice symbol, it is not easy
to get there !)
MEIS|EnneagraminSales 9
3.ABRIEFINTRODUCTIONTOTHEENNEAGRAMAND
DEFINITIONSOFTHEENNEAGRAMWORDING
In order to gain familiarity with the Enneagram, we should have a look at the
chances and risks of typologies in general:
# For example: If you have never have been to the United States and have a
closer look at a map you get some information about the Rocky
Mountains. What type of information can you get from the map?
Rocky Mountains
# Their main direction is north-south
# They are higher than 4.000 meters and
# Superb roads cross the mountains.
MEIS|EnneagraminSales 10
Enneagram-type 8:
# is a fighter
# has strong sense of fairness and justice
# follows his/her goals with determination
# therefore does not see the needs of others
Advantages of Dangers of
Typologies Typologies
The type descriptions give us the chance Having studied a map of the Rockies
to get a little bit of orientation in an does not mean we really know them.
unknown (psychological) landscape
getting to know a little bit about the The dangers of typologies therefore are
structure of our partner. those of labeling
For example: This human being is a
This gives us the possibility to choleric or phlegmatic person, a type
create realistic expectations. 3, a narcistic personality, a neurotic.
MEIS|EnneagraminSales 11
MEIS|EnneagraminSales 12
SomebasicsabouttheEnneagram
For example: I love you because you are so sensitive (helpful, pretty..) or
You wont be my son any more, if you really become an actor!
This was the reason why we took the decision to be one of the types quite
early in our life-- because we had positive experiences with certain ways of
behaving..
This decision was not taken by a mature adult, but by a child with a
restricted world vision
For this reason, the type is always a LIMITATION and a
RESTRICTION (in other words: in order to become type.. ,we have
sacrificed the strengths of 8 other types!)
As adults, we tend to re-apply those tried and tested types` behavioral
patterns, which enable us to deal with life without thinking.
The immature young adult is proud of his type, because the advantages of
the type bring him/her the first big successes in life.
Growing up in terms of the Enneagram also means realizing the
disadvantages of the type, starting to work on them and to define your
individual style of life yourself.
MEIS|EnneagraminSales 13
There is always a chance for further development and for overcoming the
restrictions of the type .
For this reason, mature personalities can work on their own personality,
which opens additional possibilities for dealing with life (Uwe Bschemeyer
would call this the path from the type to the original)
Nevertheless certain abilities coming from the original type will never be
lost, even if we develop a lot of other, additional abilities!
Getting older from the point of view of the Enneagram has nothing to do
with decline, but with human growth.
Using the Enneagram provides the chance to:
# Recognize another persons type.
# Know the basics of the world view of this type, which helps to
understand and to respect it as a legitimate perspective on this world.
# Find better possibilities of communication to the benefit of both
parties!
MEIS|EnneagraminSales 14
Get to know how others see the world, learn to tolerate and accept
them for the sake of dealing with them a lot better!
MEIS|EnneagraminSales 15
4.ASHORTENNEAGRAMDICTIONARY
Type = pattern
When we are feeling good, we rather tend to live the positive aspects of this set
of behaviors, where as in critical situations the negative parts of the pattern
will dominate.
If the problem we have is very serious and we cant solve it by the use of
our normal patterns, an astonishing reaction takes place:
MEIS|EnneagraminSales 16
At the stress Point, we are desperate, because our normal patterns are failing
to work anymore.
Being in despair, we rely on a completely different set of behaviors, which we
have originally rejecte (You sometimes can observe a similar effect to
behavioral patterns under the influence of alcohol..).
The chance for further development points out our long term-
possibilities for further development towards a mature personality.
MEIS|EnneagraminSales 17
The Mottos
Every type follows a set of special mottos (At this point, we can see some
similarity to the classic Transactional Analysis (TA) and to NLP, because
expression Script -which is used by these theories- means about the same).
Mottos define what the main values in a persons life will be and what
kind of guidelines a person will follow.
Can you imagine what would change in your life if your main motto
were Wer rastet, der rostet!!? (When you take a rest, you get rusty...)
A little exercise:
Try to remember, which central values YOU were told as a little child
(think about frequently told proverbs in your family!)
Do they have an impact on your central values and mottos?
The Trap
Each type puts too much emphasis on certain values and aspects of life,
which is a disadvantage, because it means, we lose a lot of other abilities and
possibilities to deal with life
(As performance is overestimated by type No. 3, a person of this type will
have a lack of other possibilities to deal with life, e.g. to lean back and
enjoy what you have or what the day offers.)
MEIS|EnneagraminSales 18
The Wings
Are we just ONE type?
The Enneagram theory gives a clear yes to this question, but at the same
time opens a window for more sub- variants of a type by the idea of the
wings:
Each type CAN have a left and/or right neighbor (for example: a type Nr.
1 can have a wing No. 9 and/or a wing No. 2 which can add additional
patterns to this person and thus widens this human beings possibilities to
successfully deal with life).
These wings also can have a moderating effect on the central type of a
person.
This anxiety is the central reason, why we are willing touse and apply our
type related special set of behavior.
(We spend a lot of energy in order to AVOID this basic anxiety!)
Example:
MEIS|EnneagraminSales 19
5.AFIRSTOVERLOOK
MEIS|EnneagraminSales 20
6.THEENNEAGRAMINDETAIL
This chapter shall give you the necessary details to enable you to
understand the behavioral patterns of the nine Enneagram Types.
If you are interested to find out your own type (a challenging goal - it is
much easier to find out the type of other persons in comparison!), this part
of the paper can help you to reduce the number of types that could fit you
to of two or three remaining types.
6.1.FINDINGOTHERPERSONSTYPE
Let the descriptions have an impact on your feeling, which type could fit to
describe your personality in a proper way.
If you find this to be difficult (most people do!), you could try the exclusion
method, having a look at types which NEVER would fit for you.
(For example: If you know that you have quite a problem with keeping a
minimum order in your apartment, you CAN`T be a Type No.1!!)
(The typical animal, the typical country and the typical celebrity are an
attempt to help you to identify your own and other types by using
the PREJUDUCES we have about countries, animals and VIP`s- these lines are
NOT IMPORTANT FOR THE TEST- if you don`t feel they are helpful for you,
ignore them!)
6.2.TYPESANDCOUNTRYCULTURES:
MEIS|EnneagraminSales 21
6.3.THETYPESINDETAIL
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
MEIS|EnneagraminSales 22
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
I know I am just a little part of the world Only the love of other people can give
and so I don't overestimate my value sense to my live
I can do a lot to make other people feel I "buy" love and attention by doing a lot for
good others
I am a very practical person I tend to suffer psycho-somatically
I SEEM to be modest whenever I don't feel the love of others
I devote my time and energy for the social My help is never unconditional and for this
good with idealistic goals reason I make other people feel guilty
MEIS|EnneagraminSales 23
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
MEIS|EnneagraminSales 24
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
MEIS|EnneagraminSales 25
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
I have very good analytical abilities I easily get anxious when confronted
Even in difficult situations, I have the with feelings.
ability to remain calm I am afraid of strong human bonds.
I have the ability to be quite tolerant I collect knowledge, but I don't like share it
I am polite and courteous, even in difficult with others
situations It seems that I am cold and unemotional
I like to make concepts, plans and to I dislike talking about my problems.
organise things.
MEIS|EnneagraminSales 26
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
MEIS|EnneagraminSales 27
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
I am obliging, very cooperative As I live here and now, I often forget what I
and warm hearted, make friends originally intended to do
with everybody I anxiously avoid boring or painful
I like to be integrated in communities and Situations
Cooperations I'm easily distracted
I'm an optimist and this attitude is very I tend to be superficial and have a tendency
often also helpful to others to exaggerate.
I'm the ambassador of good mood I'm rather immoderate and
I'm very sociable, trying to be everybody`s hedonistic
darling I try to do several things at the same time
I'm dynamic and have a lot of energy
Consistency is not my strong suit
My interests and talents are quite varied
I'm afraid of strong human bonds (then I
I'm a quick learner and I'm able to quickly
adapt to new situations. might miss something)
I encourage and connect groups by my
optimism.
I live "here and now". Therefore I can
easily use all the advantages that come
up in a certain situation.
I'm a gourmet/gourmand
Typical animal The colorful butterfly, the peacock, the hummingbird
Typical country Brazil
Typical celebrity Gerhard Schrder, Bill Clinton, Thomas Gottschalk, Harald Juhnke
MEIS|EnneagraminSales 28
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
MEIS|EnneagraminSales 29
For this reason I avoid disaccord, conflicts and quarrels. Please be peaceful!
The trap I always have to be modest and peaceful!
Strengths Weaknesses
(especially in phases of well-being) (especially in difficult stages)
I am calm, open-minded and peaceful I have a lack of drive and can be quite
I do a lot to create a good team spirit phlegmatic
I create field of harmony around me I avoid conflicts, often by ignoring them
I have a lot of empathy and diplomacy, and When I have problems, I withdraw
people like me for that and tend to hide them
Human beings are very important to me and I subordinate myself and try to have an
I do a lot so that everyone can feel idealistic view of authorities, I rather
Comfortable identify with a boss instead of wanting to
I am popular and sociable BE one
I am persistent in a way and I don't like to decide things, therefore I have
therefore I get what I want without a a tendency to POSTPONE them
conflict/ without battling for it I love business as usual as it saves energy
Typical animal The dove of peace the placid St. Bernhard, but also the
stubborn mule.
Typical country Norway, Iceland
Typical celebrity The Dalai Lama, Cardinal Schnborn
MEIS|EnneagraminSales 30
6.4.PRACTICALEXERCISE
Lets try for the first time the use of the Enneagram in a small group.
Use the Type exclusion method in order to find out which types you can
possibly detect among your colleagues!
MEIS|EnneagraminSales 31
7.THESTRESSPOINTANDTHECHANCEFORFURTHER
DEVELOPMENTINDETAIL
=4 =7
I develop the negative aspects of type I develop the positive aspects of type
nr. 4, which means.. nr. 7, which means..
MEIS|EnneagraminSales 32
=8 =4
I develop the negative aspects of I develop the the positive aspects of
type nr. 8, which means.. type nr. 4, which means..
MEIS|EnneagraminSales 33
=9 =6
I develop the negative aspects of I develop the positive aspects of type
type nr.9, which means.. nr. 6, which means
MEIS|EnneagraminSales 34
=2 =1
I develop the negative aspects of I develop the positive aspects of type
type 2, which means.. no. 1, which means..
MEIS|EnneagraminSales 35
=7 =8
I develop the negative aspects of I develop the positive aspects of type
type 7, which means.. no. 8, which means..
MEIS|EnneagraminSales 36
=3 =9
I develop the negative aspects of I develop the positive aspects of type
type 3, which means.. 9, which means..
MEIS|EnneagraminSales 37
=1 =5
I develop the negative aspects of I develop the positive aspects of type
type 1, which means.. no. 5, which means
MEIS|EnneagraminSales 38
=5 =2
I develop the negative aspects of I develop the positive aspects of type
type 5, which means.. no. 2, which means
MEIS|EnneagraminSales 39
=6 =3
I develop the negative aspects of I develop the positive aspects of
type 6, which means.. type 3, which means..
MEIS|EnneagraminSales 40
Practical Exercise
MEIS|EnneagraminSales 41
8.LETSUSETHEENNEAGRAM
The Enneagram is nothing but a nice piece of theory if you are not able to APPLY
your knowledge about the nine types in practical life.
For this reason, the next sequence of exercises is dedicated to train you to perceive core
elements of a personality and to make an educated guess about the personality type of
the person in question then.
At the end of this part, you should be well able to identify another person`s type in
most cases.
MEIS|EnneagraminSales 42
8.1.TYPICALAPECTSOFBEHAVIOUROFTHEDIFFERENTTYPES
Imagine what
kind of building
would a person of
this type have
(e.g. what kind of
company, what
kind of a private
house, what of a
car or room used
mainly by this
person)?
What kind of
reception ca I
expect when
I meet this
person?
Imagine how a
room would look,
if it were mainly
used by this
personality type
(e.g. an office, a
living room, a
library )?
Imagine typical
personal
possessions for
this personality
type
(e.g. a laptop, a
ball point pen,
)?
MEIS|EnneagraminSales 43
What type of
clothing does this
person prefer?
What is her/his
attitude to jewelry
and valuables?
How does this
person
communicate?
What would be
typical body
language of this
personality
type?
What are the
general values
(e.g. conservative,
unconventional,
)
What are the
typical hobbies of
this person?
MEIS|EnneagraminSales 44
Imagine what
kind of building
would a person of
this type have
(e.g. what kind of
company, what
kind of a private
house, what of a
car or room used
mainly by this
person)?
What kind of
reception ca I
expect when
I meet this
person?
Imagine how a
room would look,
if it were mainly
used by this
personality type
(e.g. an office, a
living room, a
library)?
Imagine typical
personal
possessions for
this personality
type
(e.g. a laptop, a
ball point pen,
)?
MEIS|EnneagraminSales 45
What type of
clothing does this
person prefer?
What is her/his
attitude to jewelry
and valuables?
How does this
person
communicate?
What would be
typical body
language of this
personality
type?
MEIS|EnneagraminSales 46
Imagine what
kind of building
would a person
of this type have
(e.g. what kind
of company,
what kind of a
private house,
what of a car or
room used
mainly by this
person)?
What kind of
reception ca I
expect when
I meet this
person?
Imagine how a
room would look,
if it were mainly
used by this
personality type
(e.g. an office, a
living room, a
library)?
Imagine typical
personal
possessions for
this personality
type
(e.g. a laptop, a
ball point pen,
)?
MEIS|EnneagraminSales 47
What type of
clothing does this
person prefer?
What is her/his
attitude to jewelry
and valuables?
How does this
person
communicate?
What would be
typical body
language of this
personality
type?
MEIS|EnneagraminSales 48
8.2.HOWSHOULDWETREATTHEDIFFERENTTYPES?
NOT
MANIPULATION, but
developing ideas for the right combination of types in order to make project
groups and working teams efficient and satisfactory
MEIS|EnneagraminSales 49
8.2.1.HOWCANWECOOPERATEWITHTHEDIFFERENTTYPES
(MANAGER/EMPLOYEES,BUTALSOPERSONALPARTNERSHIP)?
What should we
avoid whilst
working with
this type?
How much positive
feedback does this
person need and in
what manner?
How much criticism
does this type need
and in what
manner?
What is motivating
for this type?
What demotivates
this type?
MEIS|EnneagraminSales 50
What should we
avoid whilst
working with
this type?
How much positive
feedback does this
person need and in
what manner?
How much criticism
does this type need
and in what
manner?
What is motivating
for this type?
What demotivates
this type?
MEIS|EnneagraminSales 51
What should we
avoid whilst
working with
this type?
How much positive
feedback does this
person need and in
what manner?
How much criticism
does this type need
and in which
manner?
What is motivating
for this type?
What demotivates
this type?
MEIS|EnneagraminSales 52
8.2.2.THEOPTIMALTEAMMIXFORCERTAINGOALS
Normally teams for certain goals are created with the idea of combining the
best available practical abilities of team members.
MEIS|EnneagraminSales 53
To reform a 1 2 3 4 5 6 7 8 9 1 2 3 4 5 6 7 8 9
profit center which is favorable because unfavorable because
currently not
profitable
To develop an 1 2 3 4 5 6 7 8 9 1 2 3 4 5 6 7 8 9
extremely detailed favorable because unfavorable because
fire prevention plan
MEIS|EnneagraminSales 54
A conflict-ridden 1 2 3 4 5 6 7 8 9 1 2 3 4 5 6 7 8 9
group that needs an favorable because unfavorable because
additional member.
Which type will you
select?
Detailed improve- 1 2 3 4 5 6 7 8 9 1 2 3 4 5 6 7 8 9
ment in the logistic favorable because unfavorable because
systems and in details
of the organization
should be found.
Which type would
you put in the group?
MEIS|EnneagraminSales 55
MEIS|EnneagraminSales 56
8.3.THEENNEAGRAMINSALES
MEIS|EnneagraminSales 57
MEIS|EnneagraminSales 58
MEIS|EnneagraminSales 59
MEIS|EnneagraminSales 60
MEIS|EnneagraminSales 61
MEIS|EnneagraminSales 62
MySalesProfile
Sales Profile
Body language
MEIS|EnneagraminSales 63
Way of argumentation,
type and number of
arguments
Speed of the
conversation
MEIS|EnneagraminSales 64
MEIS|EnneagraminSales 65
9.PRACTICALAPPLICATIONOFSALESCASE
MANRealCaseIntroduction
Inourfinalcase,wewillsellMANtruckstoaLogisticscompanyservingthe
Europeanmarketforlongdistancetransportation.
FactualdescriptionofthesituationofLOGILOGSUPERSERVICEINC.,
situatedinPacklschupfing/O
TraditionalAustrianlogisticscompany,99yearsinthe
transportbusiness
SpecialisedinlongdistancetransportationtoallEUcountries
usingheavydutylongdistancetrucks
VerylonglastingandtrustingrelationshipwithSteyrTrucks
=MAN
2,000Trucks(75%MAN,25%Mercedes)
Usualrateofrenewal20%annually,plusgrowthifmarketis
good
Agingoftruckshas2reasons
#Normal2agingbyintenseuse(wellservicedtruckcaneasily
last
1millionkilometres;200,000peryearisquitecommon)
MEIS|EnneagraminSales 66
#Technicalagingbylegalnormsandtaxes/fees(EUnorms)
IsunderHEAVYpressurefromlogisticsmarket
VARIABLESITUATION:
#2008Lossof20%ofthegoodstransportedbyvolume
#2006Desperatesearchfortrucksattheendofsupercycle
FactualdescriptionofthesituationofMANtrucksproductionINC,
situatedinSchtairr/O
Traditionaltruckproducer
Oneofthebigfiveintheworld
Strongfocusontechnicaldevelopment
Givenproductioncapacity,withSOMEwaystoadaptitto
businesscycle
ConservativesalespolicyWerelyheavilyonlongterm
relationshipswithourB2Bcustomers
MEIS|EnneagraminSales 67
TCO(TotalCOSTOFOWNERSHIP)isquiteanargument
(maintenancecosts.)
Technicalexcellenceisacorevalue
SERVICESOFFERED:
#
#
#
#
#
#
TECHNICALFEATURESOFFERED:
#
#
#
#
#
#
#
COREARGUMENTSFORCOMPANYARGUMENTATION:
MEIS|EnneagraminSales 68
#
#
#
#
#
#
#
MANRealCaseIntroductionpsychologicalsituation
Setting1:BUSINESSASUSUAL
PSYCHOLOGICALdescriptionofthesituationofLOGILOG
SUPERSERVICEINC.,situatedinPacklschupfing/O
BCmembersarelongtermemployees,haveagooddealof
(mostlypositive)experiencewithMAN
BCisconservative;wouldinprincipleliketobuyagainfrom
MAN:
MEIS|EnneagraminSales 69
Wejustplaythegametogetanacceptableprice.
BCisgratefulthatMANplayedafairgamein2005/2006,
doingitsbesttoprovideLOGILOGwithasufficientnumberof
additionaltrucksatarelativelyfairprice
Normalbusinesscycle,demandgrewslightly
Nobodyhasdiscountvoucherstobeused(othersides
unfairbehaviourhadtobeacceptedformarketreasons)from
previousnegotiations
BCusesusualbusinesstacticstogetfavourableconditions
Setting2:Tacticalbehaviourwithunfairelements
PSYCHOLOGICALdescriptionofthesituationofLOGILOG
SUPERSERVICEINC.,situatedinPacklschupfing/O
BCmembersarelongtermemployees,haveagooddealof
(mostlypositive)experiencewithMAN
BCiswinloseoriented;wouldinprincipleliketobuyagain
fromMAN:
WeplaythegametogetaMINIMUMpricelevel.
MEIS|EnneagraminSales 70
BCisgratefulthatMANplayedfairin2005/2006,doingits
besttoprovideLOGILOGwithasufficientnumberof
additionaltrucksatarelativelyfairprice,butBUSINESSIS
NOTTHEPLACEFORFEELINGSOFGRATITUDE!
Flatbusinesscycle,demanddecreasedslightly,falling
transportrateperton,pressureonlogisticscompanies
Onememberhasdiscountvoucherstobeused(othersides
unfairbehaviourhadtobeacceptedformarketreasons)from
aformernegotiation
BCusesFULLFORCE(fairandunfair)businesstacticstoget
favourableconditions
MEIS|EnneagraminSales 71
Setting3:Tacticalbehaviour:WEDONTSHOWOURCARDS
PSYCHOLOGICALdescriptionofthesituationofLOGILOG
SUPERSERVICEINC.,situatedinPacklschupfing/O
SomeBCmembersarelongtermemployees,haveagooddeal
of(mostlypositive)experiencewithMAN,somearerecently
hired,eagertoshowhowgoodtheyare
BCiswinloseoriented:WEGOFORTHEBESTDEAL
NewmembersofBCwanttogetnoticedbyshowingtheir
expertiseinindustrialnegotiations(someofthemareType5
ENNAGRAMERS)
BUSINESSISNOTAQUESTIONOFTRADITIONS,BUTOF
COLLECTINGASMUCHINFOASPOSSIBLEANDTHENTAKING
ALOGICALDECISION!
Flatbusinesscycle,demanddecreasedslightlyfalling,
transportrateperton,pressureonlogisticscompanies
MorethanonememberisaPOKERFACE
BCusesFULLFORCE(fairandunfair)businesstacticstoget
favourableconditions
MEIS|EnneagraminSales 72
Setting4:Tacticalbehaviour:BEFAIR,WENEEDYOURHELP
PSYCHOLOGICALdescriptionofthesituationofLOGILOG
SUPERSERVICEINC.,situatedinPacklschupfing/O
BCmembersarelongtermemployees,haveagooddealof
(mostlypositive)experiencewithMAN
BCisinBEGGINGMODEwehavetakenoverabankrupt
competitor,thusopeninganewmarketsegmentthatis
extremelypromising,butdonthavethetransportcapacities
needed
BUSINESSISAQUESTIONOFTRADITIONSweboughtSTEYR
truckswhennobodybelievedinthefutureofthecompany
NOWWENEEDYOURHELP!
SUPERBbusinesscycle,demandincreaseddramatically,very
goodtransportratesperton,logisticscompaniesarenotable
tomeetdemandsoftheirmarkets
BCmembersarefriendswithSCmembers
BCusesFULLFORCEseductivemethods!
MEIS|EnneagraminSales 73
Setting5:TypecombinationandinBC
.
.
MEIS|EnneagraminSales 74
Setting6:TypecombinationandinBC
.
.
MEIS|EnneagraminSales 75
Setting7:TypecombinationandinBC
.
.
MEIS|EnneagraminSales 76
11.LITERATURERECOMMENDATIONSABOUTTHEENNEAGRAM
MEIS|EnneagraminSales 77