because of their impatience, they may cave in on issues if the process
drags on too long.- Analyzer Personality. These individuals are rigid in their approach to
negotiation. They have difficulty compromising on points. They re-
search issues carefully and tend to bring an officious, agenda-driven,
impersonal approach to the negotiation process. - Motivator Personality. These individuals attempt to use their persuasion
abilities and powers of charm to get their way in negotiation. If they
meet an impasse (such as tension) in their negotiations, they tend to
avoid the process, as they are not comfortable in hostile/disagreeing
environments.
To characterize your pattern in negotiating specifically, I have devel-
oped a profile based on the dynamics of negotiating called the DEAL
Dynamics Awareness Profile. Fill out the profile in Figure 26.1 to discover
the style(s) you bring to the negotiation process. Then graph your results
in Figure 26.2.
Following are the characterizations and brief descriptors adapted in
The DEAL Dynamics profile.
- Dominating (wants to win/hates to lose). These individuals view ne-
gotiation as a contest of wills. They seek strategies to outfox their
opponents. - Equalizing (works hard to get equal agreement and satisfaction for both par-
ties). These individuals look for equity. They are satisfied when both
parties walk away happy. - Acquiescing (uncomfortable with the negotiation process). These individu-
als desire an easy and personable resolution. They are quick to com-
promise to save the relationship from any strain. - Laissez-faire (avoids the situation when tension or disagreement enters the
process). These individuals prefer a hands-off style—not that they do
not care, but they just do not want to confront a tense situation.
They may insert someone else into the process to gain advantage of
the situation.
As with all areas of emotional awareness, developing an understanding
of our personal tendencies in negotiation will help us to become better ob-
servers within the process. We will improve at figuring out and predicting
the other party’s tendencies and emotional logic as well as our own ten-
dencies and reactions. We all have varying emotional comfort zones that
are acutely defined in a process with something tangible to lose and some-
thing significant to gain.
Negotiating Emotion 235