Each coloured area of the chart shows the Profiler score for the characteristic style of behaviour shown below.
The larger the coloured area, the more often the person profiled tends to display this type of behaviour.
A large coloured area does not necessarily mean that the person profiled is very strong at this type of behaviour, only that they tend to use it more often, compared to the other types.
The outer circle gives a score out of 10 for each of the individual behaviours. The inner circle groups these behaviours into the 4 behaviour categories detailed below and gives a percentage 'useage' for each.
The chart helps to unlock how the person profiled is likely to behave. You can plan techniques around this by using TROUBLESHOOTER and DEALPLANNER to prepare your approach.
'I' BEHAVIOUR
Incentives and Pressures - Coaxing the other side with Incentives and Pressures
Stating Expectations - Putting your requirements/demands directly to the other side
Testing and Probing - Seeking answers and information by Testing and Probing
Proposing with Reasons - Trying to persuade by justifying your proposals
'YOU' BEHAVIOUR
Listening - Drawing people in through Active Listening
Exploring - Engaging people by Exploring Views
Disclosing - Encouraging people to open up by Disclosing
Focusing on common ground - Promoting consensus/alignment by Focusing on Common Ground
'WE' BEHAVIOUR
Visualising - Bringing people together through Visualisation
Checking for Consensus - Bringing people together by checking for consensus
Sharing Problems - Bringing people together by sharing your problems
Sharing Solutions - Bringing people together by sharing or brainstorming solutions
'PART' BEHAVIOUR
Pit-stopping (Short Break) - Refreshing discussions by proposing short Recesses
Breaking (Long Break) - Progressing negotiations by proposing longer Adjournments
Use of Silence - Showing disengagement by using Silence to your advantage
Terminating - Withdrawing to bring negotiations permanently to an end
The shape of the profile is more revealing than the scores. If the shape shows that someone uses ‘I’ behaviour more than any other kind of behaviour, they are still relatively pushy whether the individual behaviour scores in that category are 5 or 10.
There is no right or wrong profile, because the perfect negotiator does not exist. Effective negotiators simply choose the correct behaviour for the right occasion.
We all tend to lean towards certain favourite behaviours, and pressure causes us to revert to those favourites. That’s when it is most important to remember you have choices: next time you are under pressure, think about trying a behaviour you don’t use very often – it could be your ticket to success. But don’t go crazy! Try to model a new or less-used behaviour within your own comfort zone. If you cannot do this, take along a team-member who can!
If your self-profile differs with the way others profile you, it may be that your verbal and non-verbal behaviour don’t match. Some researchers believe 93% of the meaning of what we say is conveyed by our body language and our voice – only 7% by the words. So, there is room for misunderstanding if body, voice and words are not in alignment. It may be for example that when you think you are modelling ‘You’ behaviour, other people are experiencing that as ‘I’ behaviour.
Another reason for a mismatch between what we intend and the actual effect we have, sometimes comes when we use a certain type of behaviour that others are not used to seeing from us, and so they may not notice when we are trying to behave that way.
You can compare any two of your saved profiles to see the difference in negotiating styles. Choose the first one by selecting a saved profile from the My CMD screen or by completing a new profile. This will take you to the ‘Profile Results’ screen.
Click on COMPARE PROFILES to add further profiles from the dropdown menu. These are either typical pre-loaded profiles of different types of negotiator or other saved profiles from your My CMD list.
For example, The Heart-Felt negotiator works very much from their emotions so expect to see lots of pressures, incentives and visualisation from this kind of negotiator - how does that compare to your profile? Other types include:
The High Achiever - Lots of visualisation and disclosing, and preparedness to walk away
The Cool Operator - Lots of testing and probing, proposing with reasons and listening
The Closer - Frequent use of pressures and incentives and 'We' behaviours
The Bid Maker - Frequent use of stating expectations and proposing with reasons to create offers
The Bargain Hunter - Lots of 'I' behaviour generally and quite a lot of 'Part' behaviour
The Ideal Explorer - Focused on 'You' behaviours like listening and focusing on common ground