In negotiations both sides are trying to achieve the best outcome for their side. We negotiate to settle differences by making agreements and compromises. Ideally, we do it without disputes and miscommunication. Unfortunately, we often feel pressured because we have something at stake. DISC helps us understand that everyone, including ourselves, have preferred ways to enter into negotiations. If we utilize that knowledge, use it to modify our negotiation style, we can walk away feeling more successful.
The Negotiation Styles section can be added to any Extended DISC Assessment. The behavioral competences are specifically focused on negotiation behaviors. There are behaviors which are more comfortable and some which require more energy and focus. We need to capitalize on our behavioral strengths, but we need to be cautious to not overuse them. We also need to recognize when to adjust our negotiation style in different situations.
Negotiations are often done in stressful situations. We are pressured to close deals or we are unable to find common ground. The stakes can be high. We tend to revert to our natural style in these emotional situations. We forget to modify our behavior or lose our ability to adjust because our feelings take over. Hence, we end up falling back on our natural style because it doesn't take additional energy. Oftentimes we can even end up overusing it.
Success requires behavior modification. In fact, the most successful negotiators enhance their strengths, evolve their development areas, and make effective behavioral changes.
D-styles want to actively control the negotiation process, but can come across as rude and demanding. They want the power in order to close the deal or deliver results. They actually enjoy the process because they thrive on challenges and the opportunity to win. D-styles will set a fast pace and respond quickly. They focus on the issues, but can have a short-term perspective. D-styles prefer to focus on what they can achieve now and move on to the next thing. They may need to learn patience to focus on the long-term cost of the deal.
If you want to negotiate better with the D-style you will need to be more direct, focus on the issues, and respond quickly. You don't want to go into details, move slowly, or battle for control. The D-style can be insensitive so don't take issues personally.
You need to take the time to chat and focus on the people aspects of the negotiations. They will be most interested if you are a captive audience and can help them achieve popularity. They do not like to focus on negative issues so try to keep it lighter. I-styles are not as interested in details and can get frustrated and disengage when the negotiations feel structured and "by the book".
S-styles are not outwardly expressive. You will need to take the time to draw out their views and opinions. They can be difficult to read. S-styles are active listeners so remember to keep your promises. You can facilitate the process better if you can clearly lay out the next steps or plan so the S-style can progress forward.
C-styles, like S-styles, are more reserved. You will not typically get into heated negotiations with a C-style. They will come into the negotiation well prepared on the topic or issue because they are focused on making the correct decisions. You might find them overly critical and focused on every little detail. C-styles tend to be more formal and will want to follow an established protocol. They do not like surprises or spending too much time on abstract issues.
You will need to slow down, provide all relevant information, and answer their questions patiently. You should not expect results to be rushed or delivered right away. They want to process all the information before moving forward in the negotiation process. In fact, they would rather say "no" then make a wrong decision. Oftentimes, a C-style will feel more comfortable conducting it in writing where they can clearly see the details and facts without having the emotional aspect of the negotiation process.