Negotiators who use the Amiable style have a strong need to feel recognized and valued in the negotiating partnership.
You:
- Have a strong concern for relationships.
- Focus more on feelings, less on facts.
- Have a need to be liked.
- Ask many questions and may at times appear unfocused.
- Negotiate in a manner that builds relationships.
- Are trusting.
- Are typically a good listener.
- Feel comfortable sharing personal issues and concerns.
- Work at a steady pace, don’t like to be rushed.
- Have a strong desire for harmony.
- Are focused on the relationship with your counterpart.
What Does My Score Mean?
In many cases, your scores may indicate a clear preference for one style. Another way to interpret your scores is to say that the higher your score is in a particular style, the greater your “comfort zone” is when you are operating in that style.
People often ask which style is best for negotiating. We emphasize that no one style stands out as superior. Competent, confident negotiators are typically aware of two important factors before going into a negotiation: (1) the style they are personally most confident using; and (2) the style their counterpart most prefers. Experienced negotiators know that people will predictably use the style that is most comfortable for them. They realize that their counterpart’s “comfort zone” has developed through a lifetime of interactions with others and learning what works and what doesn’t.
Being able to identify a counterpart’s preferred style and adapt your own style accordingly can be incredibly helpful in building productive relationships. With that concept in mind, let’s take a look at the characteristics that will help you identify your counterpart’s preferred style, and consider some tips to building relationships that lead to win-win outcomes.
All Four Styles
