Understanding how each of us views the world & communicates is critical for all areas of business.  It is vitally important when trying to bring two parties together to make a deal.  The below matrix of personality types is a great tool to reference when trying to step into the shoes of the other person to understand where they are coming from.

Personality Profiles

Analytical

Analytical

Analytical

image1

  Being correct defines success

Prefer following direction

Act methodically on logic

Will ask many questions & require evidence

Need time & space to make decisions

Driver

Analytical

Analytical

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 Winning defines success

Prefer providing direction

Act decisively on logic

Don't waste their time

Provide options to choose from

Amiable

Expressive

Expressive

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Teamwork defines success
Prefer following direction
Act methodically on instinct/emotion

Need to have their opinion heard

Rushing/pushing to make a decision will backfire

Expressive

Expressive

Expressive

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Status defines success

Prefer providing direction

Act decisively on instinct/emotion

Big Picture preferred over details

Decisions must improve image