Last week my son and I attended realtor.com's latest "dog and pony show" here in St. Pete, primarily because the speaker was Bob LeFever. I met Bob over 20 years ago when he was the trainer for Merrill Lynch Realty, and in fact spent a week with he and a dozen others when he taught the week long management training course. That was before he was a big broker in California. It's always good to see old friends.
But to the point - one of Bob's points was to know all you can about the other side in negotiation. He gave the attendees a brief DISC test, so that we could know ourselves, and then talked about ways to identify the personality we're negotiating with. I've found the DISC ratings very effective, and in our ACT record for each person, we enter their DISC personality, to quickly help the rest of the team when they're talking to that person. And Bob's right - it's easier to negotiate a win-win when (I like that - win win when) you aren't alienating the other personality.