Each style’s values are clearly represented in the results of the study
For the past month, we’ve been advertising our Negotiation Styles quiz with the goal of compiling demographic information on negotiation styles. We asked participants to answer 10 questions about themselves and to specify their job positions.
The results revealed more to us than we expected.
Before we delve into the results, here’s a quick refresher of the four different negotiation styles.
Let’s start with the Amiables, also referred to as the Blues. Amiables’ focus tends to be on preserving the relationships that are involved in the negotiations and ensuring that both parties are happy with the outcome. They are interested in showing genuine care and have a strong desire to feel valued in the negotiation.
While Amiables are focused on the relationship with their counterpart, Drivers, also known as Reds, are bottom-line results oriented individuals. In negotiations, Drivers are concerned mostly with winning and are less concerned about their relationship with their counterpart. They tend to be assertive, time oriented and persuasive.
At the other end of the behavioral spectrum are the Analyticals, Greens, who calmly and methodically explore all options and focus on facts and statistics to obtain a fair and economical outcome.