We learn, but we also communicate using many senses, but usually one is dominant.

A visual negotiator:

• in the process of acquiring knowledge, he needs pictures
• always takes notes
• reads a lot
• remembers what he sees

During negotiations, a visual learner will look very carefully at the interlocutors. His interlocutors may feel uncomfortable and have the impression that he is staring at them intrusively.

Visual learners sometimes exceed the rules suggested during negotiations (eye contact should last not less than 50%, but not more than 70% of the conversation time).

However, it is convenient with visual learners, because they are always:

• take notes during meetings
• minutes will be sent after the calls
• all arrangements will be placed in the e-mail
• serious arrangements will be included in documents (contracts, agreements, annexes).

Auditor in negotiations:

• prefers to speak than to write
• he cannot keep silent
• likes public performances (even if it’s negotiations and a „performance” for two)
• usually gets along well with others
• there is no difficulty in making friends
• often acts as the soul of the company

While negotiating, auditory learners listen carefully and actively, because this is how they absorb information most easily and learn the fastest.

Don’t expect them to take notes after the meeting. Let’s not have any illusions that they will be in favor of a long, detailed agreement, or that they will read it carefully.

Kinesthetic in negotiations:

• learns through movement, touch, action
• has a lot of gestures
• he cannot sit still, changes positions, twists and turns
• shows strong emotional reactions
• likes to keep his hands busy with anything (pen, pencil, card, candy wrapper).

When negotiating, kinesthetics are the worst at having to sit in one place and in one position for a long time.

Contrary to the rules, they find something to occupy their hands and play with it throughout the meeting.

They usually have no idea that something that helps them focus but can distract others. It disturbs the message they convey, makes it difficult for other participants of the discussion to assimilate the information.

Papers, documents, contracts slightly repel them.

So, depending on who you are negotiating with, try to discover or understand what type will be sitting on the opposite side of the table. Try to adapt the length of the process, the pace of conversations, the way of communication to your recipients.

This will not guarantee negotiation success, but it will certainly facilitate the agreement.

Source:https://poradniknegocjatora.pl/wzrokowiec-sluchowiec-kinestetyk/

Supported by Norway through Norway Grants 2014-2021, in the frame of the Programme “Social Dialogue – Decent Work”.