How Personality Types-Yours and Others-Affect Negotiations, Type #4: The Analytical

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 ANALYTICAL:

The Analytical type loves details and a standard operating procedure. They do not want to know what time it is, but rather how the clock works. They are slow to make a decision without analyzing every detail.

WEAKNESSES OF THE ANALYTICAL TYPE:
Spends too much time planning
Too meticulous
Not people oriented
Prefers analysis to work
Dislikes those in opposition
Introspective
Dwells on past negatives

STRENGTHS OF THE ANALYTICAL TYPE:
Deep and thoughtful, purposeful
Conscientious
High standards
Detail conscious
Lives by columns, graphs, charts
Economical
Analytical

OBSERVABLE BEHAVIOR OF THE ANALYTICAL TYPE:
First impression: Self-contained, indirect
Movement: Slow, steady
Main focus: Task at hand
Priority: Details and the process
Irritations: Surprises, unpredictability
For acceptance: Depends on accuracy and correctness
Personal worth: Precision, accuracy, punctuality
Personal billboard: "Notice my efficiency"

AN ANALYTICAL MAY WANT:
Security
No sudden changes
Personal attention
Little responsibility
Exact job descriptions
Controlled work environment
Status quo
Reassurance
To be part of a group

HOW TO RESPOND TO THE ANALYTICAL TYPE:
Prepare your case in advance.
Provide straight pros and cons of ideas.
Support ideas with accurate data.
Provide reassurances that no surprises will occur.
Provide exact job description with precise explanation of how it fits into the big picture.
Provide step-by-step approach to a goal.
If disagreeing, disagree with the facts, not the person. If agreeing, be specific.
Provide many explanations in a patient and persistent manner.

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