Understanding and adapting to different personality styles is a crucial aspect of successful negotiations. We usually tend to analyze ourselves and adjust others to our negotiation styles, proposals, products, etc. The secret for successful negotiations is to analyze our counterpart and adjust ourselves.
The DISC personality profiling model offers valuable insights into individual behavior and preferences, with four main types: Dominance (D), Influence (I), Steadiness (S), and Conscientiousness (C). Last week, I wrote about negotiation tactics when dealing with Dominant type. In this article, we will explore the characteristics of the I-type personality (Influence-type) and delve into negotiation tactics tailored specifically to engage and thrive with individuals of this style. By recognizing their unique traits and applying appropriate strategies, we can enhance our negotiation outcomes and establish fruitful relationships.

Characteristics of I-Type Personalities:
I-type individuals are often outgoing, enthusiastic, and socially inclined. They thrive on building relationships, enjoy collaboration, and have a natural ability to connect with others. They are persuasive communicators, expressive, and charismatic. I-types tend to be optimistic and focus on the big picture rather than getting bogged down in details. It is essential to keep these characteristics in mind when negotiating with I-type personalities.

Negotiation Tactics for I-Type Personalities:

• Building a positive rapport and establishing a connection is vital when negotiating with I-type individuals. It is important to start your meeting with a light conversation. Always use positive language and future-oriented talks. Don’t talk too much, don’t steal their stories, and make sure you reduce your share of conversation. Show genuine interest in their ideas, opinions, and experiences. Engage in friendly small talk and find common ground to create a friendly and welcoming atmosphere. I-types appreciate a warm and personable approach, so take the time to listen actively, maintain eye contact, and respond with enthusiasm. By fostering a positive rapport, you lay the foundation for open and productive negotiations.
• Highlight Mutual Benefits: When negotiating with I-type personalities, it is crucial to emphasize how your proposals and ideas can bring mutual benefits. Focus on the potential positive impact and the value they can derive from the agreement. I-types are often motivated by recognition and acknowledgement, so highlighting how the negotiation outcome can enhance their reputation or contribute to their goals can be particularly effective. You can mention something like: “I know that you can spot a good deal!” or “You are a tough negotiator, I really enjoyed dealing with you”. Frame your proposals in a way that aligns with their vision and appeals to their aspirations. By showcasing the shared benefits, you increase their enthusiasm and willingness to collaborate.
• Allow for Flexibility and Adaptability: I-type personalities thrive in dynamic and flexible environments. During negotiations, be open to their ideas and suggestions, and demonstrate a willingness to adapt and find creative solutions. For you to be successful, planning and preparation is vital. This is when your negotiation creativity comes to test. Think of different pricing models, bundling, prepare your demands before your negotiation meeting. I-types appreciate an open and flexible approach that allows for exploration of different possibilities. Be prepared for brainstorming sessions, spontaneous discussions, and occasional tangents. While it is essential to keep the negotiation focused, allowing room for exploration and flexibility can lead to innovative and mutually beneficial outcomes.

When negotiating with I-type personalities, 1+1=3! It is relatively easier to create value for both counterparties. Understanding their distinctive traits and tailoring our approach accordingly can greatly enhance our negotiation success. Fostering positive rapport, highlighting mutual benefits, and embracing flexibility are key tactics to consider. Remember, individuals within the I-type personalities may still exhibit different preferences and behaviors, so adapting to their specific style is crucial. Effective negotiations with I-types are built on trust, rapport, and shared enthusiasm. By leveraging their strengths and creating a collaborative atmosphere, we can forge successful agreements and cultivate enduring relationships based on mutual respect and shared goals.

Thank you for reading.
Samer Abou Daher