236 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 26.1DEAL Dynamics Awareness Profile
Directions:Place the appropriate number next to each descriptive phrase.
12 3 4
Least MostAdd up totals for each and record in the box below.TOTALS: D = E = A = L =D ____ If I know I’m right, I won’t back down.
E ____ I want to understand the other party’s
objectives clearly.
A ____ Halfway between us is the right
solution.
L ____ I want others to feel comfortable
around me.D ____ I can usually get the deal I want.
E ____ I’m not averse to addressing
disagreements.
A ____ I believe it’s all about give and take.
L ____ I just want to get the process over
with.D ____ I don’t mind telling people exactly
where I stand.
E ____ I look at confrontations as challenges.
A ____ There is sensible middle ground
between every opinion.
L ____ I cannot stand confrontations.D ____ I do my best to make a good case for
myself.
E ____ I work hard at understanding the other
party’s needs.
A ____ Sometimes what I want must defer to
what others need.
L ____ Some things work themselves out
when left alone.D ____ It’s all about the winning.
E ____ It’s about making sure everyone gets
the payoff they want.
A ____ It’s all about being fair.
L ____ It’s all about people getting along.D ____ I can smell weakness a mile away.
E ____ I want both parties to walk away
winners.
A ____ At times, I compromise more than I
should.
L ____ Sometimes I give in to avoid tension.D ____ I’m perfectly willing to walk if I don’t
get the deal I want.
E ____ I don’t expect everyone to be
reasonable in negotiations.
A ____ I’ll make concessions to get the deal
done.
L ____ I struggle with forceful, demanding
personalities.D ____ I use logic to get what I want.
E ____ I deal in a straightforward way.
A ____ I believe if we both give a little, we’ll
both get a little.
L ____ I get upset when people start playing
games.D ____ I just love to get deals done.
E ____ I want to know all I can about their
goals, limitations.
A ____ I’ll relax my demands to get
agreement.
L ____ If I can’t agree, I just walk away for a
while.D ____ I use a logical and persuasive
approach.
E ____ The earlier I identify conflicts, the
better.
A ____ I want the other party to feel good
about dealing with me.
L ____ I try to avoid sore spots in a
negotiation.