Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

Negotiating Emotion 237

FIGURE 26.2DEAL Dynamics Awareness Profile Graph

Directions:Mark your Dtotal on the Dominator line, Etotal on the Equalizer line, Atotal on

the Appeaser line, and Ltotal on the Laissez-Faire line. Draw a line to connect the dots. On

the bottom, write your highest score (the letter or name) next to the leading role, your second

highest letter next to the supporting role, and your lowest total next to the villain role.

Dominator Equalizer Appeaser Laissez-Faire

(DTOTAL) (ETOTAL) (ATOTAL) (LTOTAL)

Leading Role: ____________ Support Role:____________ Villain Role: _____________

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