coaching, englisch, Verhandlungen, verhandeln, international, business


Understanding various personality types in negotiation

People involved in business negotiations frequently have to deal with individuals representing a range of different parties and interests, as well as other representatives of their own negotiating side, who may be directly or indirectly involved in the negotiation.

In this seminar, you will learn to recognise the different personality types that you can be confronted with in such situations, allowing you to identify them more quickly whenever you are in a negotiation. You will also learn how to adapt your own communication style to suit the different personalities. Doing this, however, requires that you are aware of what makes up your own personality. For this reason, the seminar also gives you an opportunity to draw up and evaluate your own DiSC® profile.

DiSC® stands for Direct, Influential, Steadiness and Conscientious  – and these are the four personality traits with which this training seminar is concerned. For more information about the DiSC profile, please click here!


  • You will learn to recognise the characteristics of the various personality types and what effect they have in negotiations and talks. You will practice recognising these types of people from certain, characteristic behaviour patterns.

  • You will practice adapting your own communication to exert more persuasive power onto your negotiating partner.

  • You will be better equipped to cope in difficult discussions when you are able to effectively assess the basis motives and behavioural tendencies of the people you are in negotiation with.

  • You will have the opportunity to determine your own personality profile in accordance with the DiSC® system and in turn find out what elements of your communication are in need for further development.


Number of participants: up to 12 people / Duration: 1 day / Inhouse + Open Seminars


TARGET GROUP: Ideal for anyone wishing to successfully deal with different kinds of personal behaviour in talks and negotiations and who has not undergone any previous training involving personality types.


The fundamentals of the DiSC® model and the connection to negotiations

  • the characteristics of various personality types

  • an introduction to the DiSC® personality model

  • in what ways do personalities differ

  • typical behaviour in negotiations of various personality types


Your own DiSC® personality profile

  • all relevant aspects about your personality from the DiSC® profile test

  • to reflect upon your strengths when dealing with other people

  • which aspects of your character need to be developed further to be successful in negotiation


Improving communication with diverse people

  • adapting your own communication to the motives of other people

  • how to increase your acceptance among other people by modifying your style of communication

  • dealing with others in difficult talk situations

  • Interactive exercises to practice typical (or your own) talk situations

METHODS: Interactive seminar with individual reflection, trainer input, pair discussions, group work, analysis of brief film sequences, short practice sessions with collegial feedback.

TRAINER: Sebastian Hawkins (English-Native-Speaker)  

The themes covered can of course also be combined with other negotiating topics within the framework of an inhouse-seminar. 

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Sebastian James Hawkins

Wachendorfer Str. 7

90513 Zirndorf



Fax: +49 (0)3222 - 14 87 198


Tel: +49 (0)911 - 39 45 628