How Personality Types-Yours and Others-Affect Negotiations Type #2: The Expressive

As we discussed last week, we all react and respond according to our own dominant personality style. Consequently, you should know yourself better than others do, and know others better than they know themselves. Now let’s talk about the second personality type, The EXPRESSIVE:

The Expressive is a "people person." He or she likes establishing rapport, bringing people together and being natural bridge-builders. The Expressive is the type of person who would wear or drive red, and likes status and flashy possessions.

STRENGTHS OF THE EXPRESSIVE TYPE:
Appealing personality
Cheerful, upbeat, bubbly
Sincere at heart
Adventurous
Inspires others
Charms people into ideas
Makes friends easily

WEAKNESSES OF THE EXPRESSIVE TYPE:
Too happy for some
A need to be liked by everyone
Distracted very easily
Talks too much and never gets down to business
Undisciplined
Needs to be around people and be the center of attention

OBSERVABLE BEHAVIOR OF THE EXPRESSIVE TYPE:
First impression: Open and direct
Movement: Fast-paced
Main focus: Relationships
Priority: Open interaction, dynamics of a relationship
Irritations: Boring task and being alone
For acceptance: Depends on playful, charming nature
Personal worth: Acknowledgment, being appreciated, personal recognition, applause
Personal billboard: "Notice ME"

AN EXPRESSIVE TYPE MAY WANT:
Social recognition
Popularity
People to talk to
Freedom of speech
Freedom from control and detail
Recognition of abilities
Opportunities to help and to motivate others

HOW TO RESPOND TO THE EXPRESSIVE TYPE:
Provide favorable friendly environment.
Never use confrontation if you want productive feedback.
Allow the Expressive type to express their intuition and ideas.
Provide ideas for transferring talk to action.
Provide testimonials of experts on ideas.
Allow time for stimulating and fun activities.
Provide details in writing, but don’t dwell on them.
Create a democratic environment.
Provide incentives for taking on tasks.

Check Back for Part 3 of the Four Personality Types…

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