How to deal

with
different
personalities?
Analyst
When dealing with Analyst in
negotiation:
Be well prepared and avoid
asking too many questions
Use data comparisons to
disagree
Focus on the facts
Avoid surprises and warn
of issues early
Accommodator
When dealing with an
Accommodator in negotiation:
Be sociable and friendly
Listen and talk about their
ideas
Use calibrated questions to
translate their talk into
action
Assertive
When dealing with Assertive
in negotiation:
Focus on what they have
to say
Convince them you
understand their point
Use calibrated questions
and summaries