18 How to Become a Better Negotiator

listen to other people and understand their interests and points of

view.
If you want to communicate effectively with Creators, under-
stand their need for their ideas to be recognized. Get them excited
about a project and they will use their enthusiasm to sell others.
Then be ready for a fast decision reflecting their excitement.
Creators tend to have the most conflict with Thinkers.

Style III: Doers

Doers are pragmatic, assertive, results oriented, competitive, and
competent. They are no-nonsense, take-charge, get-it-done people.
Like Creators, they are highly verbal. Doers tend to be excellent
problem solvers, and they take the biggest risks. On the negative
side, they may be arrogant and domineering, lack trust in others,
exhibit short-range thinking, and act without proper planning or
reflection. In their rush to get things moving they can be abrupt
and dictatorial, and they may be bad listeners. They tend to be time-
conscious people. Do you see that person continually glancing at a
clock? It’s a good bet that he or she is a Doer.
In negotiations, Doers tend to be ‘‘street fighters.’’ They often
find it hard to play ‘‘win-win’’ negotiating because they can be un-
concerned with others’ needs. They negotiate to win.
Are you a Doer? If you are, you can improve your communica-
tion by spending more time listening and allowing others to partici-
pate in negotiating sessions. Those other negotiators can get along
better with Doers by getting to the point quickly. They shouldn’t
waste time, but be results oriented, and avoid getting bogged down
with a lot of details.
Doers tend to have the greatest conflict with Listeners.

Style IV: Thinkers

Thinkers are detail-oriented people. They are slow and deliberative
in making decisions (‘‘Let’s run the numbers one more time’’) be-
cause they are always looking for the perfect solution. Thinkers are

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