Communication Styles 17

their job and are not big risk takers. And, they are the last people
(along with Thinkers) to volunteer to make a presentation!
Are you a Listener? If you are, you can improve your effective-
ness by being more assertive, forcing yourself to focus less on rela-
tionships and more on tasks and outcomes, and learning to make
observations based on fact, not subjective judgments. In negotia-
tions, many Listeners turn into pacifiers, always seeking to make all
sides happier.
If you’re not a Listener, you can negotiate successfully with
them if you can identify their objectives. Listeners will then reach
the objective in their own way. When given the freedom to do so,
these people like to prove themselves. So be more casual and per-
sonal with them. Be relaxed, and show interest in them as people.
Know that when Listeners are under stress, they are often submis-
sive and indecisive. That may present you with an opportunity.
Listeners have the most conflict when engaging with Doers,
their polar opposites.

Style II: Creators

Creators are enthusiastic and excitement-driven people. Their ex-
citement is often contagious and persuasive. They don’t mind
breaking away from the negotiations and having fun. Creators can
be impulsive and often make decisions on the spot. They are idea
people but often fail to act on their great ideas. That is one of the
negatives associated with Creators—they have a problem with
follow-through. The thrill for them is the idea; they tend to lose
interest during follow-through, which makes them ‘‘priority jump-
ers’’ in many cases. Creators dislike routine and enjoy fast-paced
conversations. When stressed, they often try to change the subject.
There’s an old saying that goes, ‘‘God invented us with two ears
and one mouth for a reason—so that we’d listen more than we
talk.’’ Creators, being big talkers, should take that saying to heart.
They can improve their communication with others by slowing
down, containing their enthusiasm a bit, and taking the time to

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