The_Essential_Manager_s_Handbook

NEGOTIATING FROM THE WHOLE BRAIN / 389

Influencing others

The whole brain model can sometimes

help you to influence your counterpart

negotiators. For example, if you believe

that your counterpart’s strength is

in the feeling self (quadrant C) and their

weakness is in the rational self (quadrant

A), you will be more successful if you

connect to him or her emotionally by

building the relationship, and not by

trying to connect cognitively through

long speeches or rational arguments.

A: THE RATIONAL SELF

Individuals with brain dominance

in quadrant A tend to be logical,

analytical, fact-oriented, and

good with numbers.

B: THE SAFEKEEPING SELF

Individuals with brain dominance

in quadrant B tend to be cautious,

organized, systematic, neat,

timely, methodical, obedient,

and risk-averse.

C: THE FEELING SELF

Individuals with brain dominance in

quadrant C tend to be friendly, enjoy

human interactions, engage in open

communication, express their

emotions, enjoy teaching, and are

supportive of others.

D: THE EXPERIMENTAL SELF

Individuals with brain dominance in

quadrant D tend to think holistically

and see the big picture. They are also

often creative, comfortable with

uncertainty, future-oriented, and

willing to take risks.

The four types of

thinking styles

US_388-389_Negotiating_from_the_whole_brain.indd 389 30/05/16 3:06 pm