Why Your Negotiation Strategy is Failing
In this episode of Ask The Professor concludes a three part series on the intersection of DISC and the art of negotiation. Professor Ben Hippeli and Ari Justice break down the common pitfall of using a “one-size-fits-all” approach, arguing that the worst mistake a negotiator can make is failing to adapt to the specific communication style across the table. By understanding and individual’s DISC style, negotiators can better navigate tension, manage expectations, and ensure that agreements are not only reached but actually executed.
What is DISC?
DISC is a powerful framework that breaks down human behavior into four primary styles — Dominance, Influence, Steadiness, and Conscientiousness. By understanding these styles, leaders can recognize their own tendencies while adapting their approach to better connect with their team.
Here’s what you’ll walk away with from this episode:
- Avoid the Blanket Approach: The most common mistake in negotiation is treating everyone the same; success depends on your ability to identify the other person’s DISC style and adapt your delivery accordingly.
- Accuracy vs. Speed: Recognize the difference between styles—while a D style wants to move fast to avoid wasting time, a C style will slow things down to ensure every detail is accurate.
- Relationship is King for S and I Styles: For people-focused styles, the vibe and the long-term connection often outweigh the price. If you ignore the relationship, an S style may walk away from the table entirely.
- The “Yes” vs. “Maybe” Distinction: Be wary of early agreement from an S style; they may say “yes” simply to maintain harmony and avoid conflict, which can lead to execution problems later if their true concerns aren’t addressed.
- Preparation Builds Confidence: To combat negotiation nerves, list your desired outcomes in writing and practice your points out loud. This “warm-up” helps you feel rehearsed and comfortable, making the actual discussion feel like your second or third time through the process.
If you want your sales team to consistently adapt to buyers, communicate more effectively, and execute a repeatable sales process, schedule a conversation with a Benchmark Training executive coach.
Book a sales team development consultation today.
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