Attention to Details for Negotiators!

In my last three articles, we have been exploring negotiations with different types of personalities based on the DISC personality model. After sharing tips on how to handle negotiations with the dominance, the influence, and the steadiness types, I will be covering in this article the last personality type (Conscientiousness) and sharing few tips on how to identify them during the negotiation process, how to prepare your strategies and tactics to better address their needs and have an acceptable agreement.

How to identify C-type negotiators?

Negotiators with the DISC C-type personality place an emphasis on working conscientiously within existing circumstances to ensure quality and accuracy.

They value attention to details, time management, quality control, and accuracy. They are compliant, cautious, and careful negotiators.

C-type are motivated by opportunities to gain knowledge. They ask many questions during negotiations in order to get more information out of us! They are also keen to show their expertise, therefore it is important that we also ask them questions, show genuine interest in what they have to say, and actively listen to what is not being said! It's better to reduce our share of the conversation to 30% in order to better understand their needs and produce quality work that is in-line with their expectations.

C-type negotiators might say something like:

• "I would like to review the data and analyze the facts before coming to a decision. Can you provide me with more detailed information to support your proposal?"
• "Let's take our time to consider all possible options and evaluate the potential risks and benefits. It's important to make a well-informed decision based on a logical assessment."
• "I appreciate your proposal, but before we proceed, I would like to ensure that all the details are clear and aligned with our objectives. Can we go through the specifics to address any potential concerns or ambiguities?"

?It is very clear from the above choice of words that C-type negotiators often express a need for thorough analysis and accurate information, emphasize the need for a well-informed decision, and they may express the need to review details and ensure that all aspects of our proposal are aligned with their objectives.

Negotiation Tactics for C-Type Personalities:

When negotiating with conscientious personalities I highly suggest that you plan your negotiation very well keeping in mind offering different options, be ready with many questions and answers, and have few tactics in your sleeve to use when needed.

Here are few tips:

1. Provide Facts and Figures:

"Given that we both know the current market conditions, what is your absolute maximum discount you'd give for us to accept your offer?"

When saying "we both know" you are reminding your negotiation partner about a market fact. You are setting your anchor early in the negotiation and this is good! Provide them with detailed reports, studies, or research findings that back up your arguments. Make sure your information is accurate, reliable, and presented in a logical manner. By addressing their need for thorough information, you build credibility and trust, increasing the chances of reaching a mutually beneficial agreement.

2. Allow Time for Analysis and Reflection:

We have all seen "LTOs" (limited time offers) creating the urgency to buy now otherwise we will miss a big opportunity! Many negotiators create artificial deadlines because they know that the other parties may throw fast concessions and drop their prices quickly. When negotiating with C-type, I suggest that you don't use this time-pressure tactic. In fact, allowing time for your negotiation partner to analyze and reflect on your proposal is a sign of respect and will be appreciated. I suggest that you provide them with the necessary space to conduct their analysis, ask questions, and seek clarifications.

Upon submitting a proposal to a C-type, I would say something like that: "I know that reaching an agreement is very important to both of us; I don't want to rush you into quick decisions. Please take your time and I am here to answer any question you might have on our proposal. Looking forward to a great partnership!"

3. Emphasize Logic and Practicality:

C-type personalities appreciate logical reasoning and practical solutions. Present your proposals in a structured and logical manner, focusing on the practical benefits they offer.

For example: during negotiations and when faced with an objection, amateur negotiators tend to drift away from the negotiation process back into the selling process. They start talking about their products feature, benefits, and advantages again and again and again. Instead, what professional negotiators do is they ask questions to better identify needs, they confirm their understanding in a summarized logical way before presenting their demands in a way that bridge the current gaps in the negotiation process. A good negotiator's demands should be practical, within the zone of potential agreement and acceptable to the negotiation partner. These demands should be written down way before the negotiation meeting is done and when emotions are not in play.

One bad news is that almost 90% of people negotiating do not prepare before sitting on a negotiation table!

Negotiations preparation can be a subject for another time. I hope you found this article helpful, and the tips provided are practical in your day-to-day business. Can you think of someone who is a C-type?

Best Negotiations Regards.

Samer Abou Daher