Three Points on the Agenda --DeWese

The textbook described five different negotiating personalities. See which is your's.

There are Avoiders. These people ignore the presence of conflict. They avoid conflict because they fear the intervention. The thought of negotiating anything (like paying for overs or paying for overtime) causes enormous stress. The Avoider's strategy is to let someone else fight the battle. These Avoiders are probably also the salespeople who won't make new account calls.