Monday, December 28, 2009

How To Negotiate With The Four Personality Types

The Four Social Styles And How You Should Negotiate With Them :

Driver .The Director.

• Assertive but not responsive

• Task rather than people oriented.

• Decisive and determined

• Controlled emotions

• Set on efficiency and effectiveness.

• Likes control, often in a hurry.

• Firm, stable relationships

• Stubborn, tough.

• Impatient.

• Inflexible poor listener.

To Negotiate With Drivers:

• Plan to ask questions about and discuss specifics, actions and results.

• Use facts and logic.

• When necessary, disagree with facts rather than opinions. Be assertive.

• Keep it business-like, efficient and to the point.

• Personal guarantees and testimonials are least effective, better to provide options and facts.

• Do not invade personal space.

Expressive. The Socialiser.

• Assertive and responsive.

• Reactive, impulsive, decisions spontaneous, intuitive

• Placing more importance on relationships than tasks

• Emotionally expressive, sometimes dramatic.

• Flexible agenda, short attention span, easily loved.

• Enthusiastic.

• Strong persuasive skills, talkative and gregarious.

• Optimistic; takes risks.

• Creative.

To Negotiate With Expressives:

• Seek opinions in an area you wish to develop to achieve mutual understanding.

• Discussion should be people as well as fact oriented.

• Keep summarising . work out specifics on points of agreement.

• Try short, fast moving experience stories.

• Make sure to pin them down in a friendly way.

• Remember to discuss the future as well as the present.

• Look out for the impulse buy.

Amiable The Supporter.

• Not assertive but responsive.

• Dependent on others.

• Respectful, willing and agreeable.

• Emotionally expressive.

• Everyone's friend; supportive; soft-hearted.

• Low risk taker, likes security

• Group builder.

• Over sensitive.

• Not goal orientated.

To Negotiate With Amiables:

• Work, jointly, seek common ground.

• Find out about personal interests and family.

• Be patient and avoid going for what looks like an easy pushover.

• Use personal assurance and specific guarantees and avoid options and probabilities.

• Take time to be agreeable.

• Focus discussion on .how.

• Demonstrate low risk solutions.

• Don't take advantage of their good nature.

Analytical The Clinician.

• Not assertive, not responsive.

• Precise, orderly and business-like.

• Rational and co-operative.

• Self-controlled and serious.

• Motivated by logic and facts.

• Not quick to make decisions.

• Distrusts persuasive people.

• Like things in writing and detail.

• Security conscious.

• Critical, aloof, sceptical.

• Excellent problem solver.

• Likes rigid timetables.

To Negotiate With Analyticals:

• Take action rather than words to demonstrate helpfulness and willingness.

• Stick to specifics . Analyticals expect salesmen to overstate.

• Their decisions are based on facts and logic and they avoid risk.

• They can often be very co-operative, but established relationships take time.

• Consider telling them what the product won't do . they will respect you for it, and they will have spotted the deficiencies anyway.

• Discuss reasons and ask why? questions.

• Become less responsive and less assertive yourself.

Copyright © 2008 Jonathan Farrington. All rights reserved

Dipetik dari :

Jonathan Farrington is the CEO of Top Sales Associates and Chairman of The Sales Corporation - based in London and Paris. Jonathan's personal site The JF Consultancy, - - offers a superb range of unique and innovative sales solutions and you can also catch his daily blog at The JF Blogit -

Thursday, December 17, 2009


The theory states that neutral colours are neither cold nor warm. But last time this term is used to speak about particular colours - black, gray, beige and brown. Neutral colours are considered to be exquisite, because in their use the main accent us made to design, cut or architecture. Neutral colours don't distract attention. People pay attention to texture and content.

Great amount of neutral colours are good for use in spacious rooms. They are good by themselves and in combination with other colours. They perfectly suit for background, as they intensify main colour - that's why black is often used with red. Another example is Indian jewelry of silver and turquoise (gray and blue).


White colour, i.e. complete absence of pigment, is usually associated with purity, chastity, novelty, peace and innocence, and with high quality too.

Though white, formally, is complete absence of pigment, it has a great variety of hues. If we paint one surface blue-white and the other yellow white, the difference will be obvious. The first hue reminds mountain glaciers, the second reminds sea pearls. However, every hue of white is associated with simplicity. White colour is a classic choice for all times.

However, white colour may arouse negative associations - white lie, white elephant, and white flag of defeat. Overuse white colour and you'll get the feeling of sterility and hospital atmosphere. If you use white without any accents or adornments, your costume may seem cheap and primitive like white plastic cups and plates. If you painted your bathroom cold blue-white you will hardly get warm even under hot shower. White also possess a very useful property of visual space extension.


Gray is a classic neutral colour. It reflects all the colours and non of them dominates in it. It is a perfect colour for background. It is moderately conservative, traditional and speaks about intelligence.

To smooth over the neutrality of gray you can make it "warm" by adding a bit red or yellow, or "cool" it by adding green or blue.

In nature warm gray is found in granite, cold gray - in slates. Modern technology achievements allow getting gray with pink or lavender hues, and hundreds of other interesting colours. Silver, metallic gray, speaks about wealth. Dark gray is an indispensable attribute of a serious businessman.

Does gray send any negative signals? Very few.

Gray colour may seem old, dull and uninteresting. But in combination with other neutral or bright colours gray looks strong, energetic, exquisite and beautiful.


Black colour is traditionally associated with elegance, exquisiteness and sexuality. It's the main colour in modern lives of women leaving in a city. It's very often that women have a black dress on for business meetings. For any official reception a black smoking and a little black dress is an all-prize lottery. Black underwear looks very sexy.

Black is also connected with danger. It's a colour of night and death, witchcraft, illegal actions (black market), exile (black list) and expulsion (black sheep). In proverbs and sayings black colour is often associated with fear, anger and depression. Black colour provokes towards confrontation and breaking prohibitions.

Among artists - couturiers and designers - black colour has gained popularity long ago, as it has always spoken about breaking rules and regulations. Very soon it's appeared that black bad enough to be good.

We see teenager gangs in the streets all dressed in black. They send visual signal saying that they don't want to belong to society. It's funny, but black is rapidly turning from the sign of an outcast into a sign of belonging to society. It happens not only because black has come into fashion and been considered exquisite, but due to its incredible easement. Black perfectly matches other colours - and what else does a modern man or woman need?

Today you may find almost any object of black colour - from little cocktail dress to porcelain and children's T-shirts. Black always speaks about power, authority and exquisite taste. It is a totally safe choice.


Traditionally, brown colour was considered to be strong and energetic, but not as strong as black, red or white. Brown is considered more informal than black or red. It's a perfect choice if you want to create confidence. Brown and beige are a good for men to relax. Khaki trousers and brown leather arm-chair suit perfectly for rest.

Beige and brown are a combination of several colours. You can 'warm' by adding more red, as in terracotta, or 'cool' it by adding green, as in khaki. In a word, these colours are able to produce a variety of reactions in people.

Brown is perceived as a very natural colour. Brown and beige are very often to find in nature - wood, bamboo, send, sisal, autumn leaves. The list is almost endless. The colours of mahogany, chocolate, coffee, camel, chestnut also refer to brown and beige.

We perceive brown as the colour of soil and forest, the colour of home and heart - home-made bread and cookies have brown hue. In a word, brown tones soothe and create trust.

Characteristic of Colours - Green, Blue and Violet

So, though at the first sight a colour is just a colour, and a rose is just a rose, in fact, colour signals are much more complex. And as soon as you comprehend all hues of colour signals, you'll be able not only to interpret them but also to manipulate them. You'll be able to use colour signals to form certain impression and receive desirable respond.

First, let us consider signals of basic spectrum colours - red, orange, yellow, green, blue and violet. After that we will turn to more neutral colours - white, gray, black, beige and brown.

Each colour sends more than one signal. Some colours send positive signals, the others send negative ones.

We will discuss both positive and negative colours.


Green colour sends a variety of signals. If yellow dominates in it, it stimulates. If blue dominates, it soothes. Green has a great variety of hues, which human's eye is able to discern. And all these hues and nuances arouse the most different responses. Dark and neutral hues of green - the colour of fir needles, of thick of wood - are associated with solidity, reliability and durability. It is used for those products which manufacturing process doesn't damage environment.

Gentle hues of sage, moss and copper patina soothe. Emerald and malachite speaks about wealth. Sea-green seems too bright, but as soon as you add a bit of white to it, the colour is perceived perfectly different.

In nature green colour occurs due to chlorophyll, green pigment, which contains some amount of yellow. Remember the difference in colour of tree leaves, of grass, cereals and ivy. Luxurious gardens, flamboyant flowers, surrounded by green of various hues. This yellow-green usually creates the sense of prosperity, optimism and spring renovation. No wonder that this colour is often connected with fertility.

But add some more yellow and it will change crucially. This colour creates negative reaction. Green is associated with envy, illness and poison, with slime and duckweed.


Blue is a very popular colour. It is comfortable and soothing. It creates the sense of prosperity. It is associated with constancy and thoughtfulness, with loyalty, reliability and honesty.

Blue is a cold colour, which draws away attention from it, in contrast to warm red and yellow, attracting everyone's attention immediately.

Blue colour is wide spread in nature. There are cornflowers, irises, hyacinths, forget-me-nots, delphiniums and various lupines of different hues. Of course, blue has a great variety of different hues. Blue can be both elegant, aristocratic, exquisite and day-to-day. Nevertheless, blue is considered to be business-like, professional and authoritative - not for nothing business people like this colour. But this colour can be quite informal - remeber blue jeans. Bright cobalt, combination of blue and red is considered deep, intriguing and stimulating. We perceive blue sky glorious, blue sea - soothing and pleasing. Turquoise and sapphire are considered bold.

However, blue is not as safe, as it seems. Blue is quite passive. It is often perceived as dull and melancholic. Some people consider blue depressing. Nevertheless, blue is quite safe and wide spread.


Violet unites energy of red and elegance of blue. That's why purple and violet have been always associated with royalty. Some time ago it was totally unpopular and only spinsters wore it. And then this colour came into fashion.

Violet is easy to go too far with. It happens because it is not so wide spread. Grape, plum, some flowers - this is all that can occur to you. In considerable amounts it looks unnatural and pretentious.

Rujukan :

Characteristic of Colours - Red, Orange, Yellow

So, though at the first sight a colour is just a colour, and a rose is just a rose, in fact, colour signals are much more complex. And as soon as you comprehend all hues of colour signals, you'll be able not only to interpret them but also to manipulate them. You'll be able to use colour signals to form certain impression and receive desirable respond.

First, let us consider signals of basic spectrum colours - red, orange, yellow, green, blue and violet. After that we will turn to more neutral colours - white, gray, black, beige and brown.

Each colour sends more than one signal. Some colours send positive signals, the others send negative ones.

We will discuss both positive and negative colours.


Among the spectrum colours, red causes the most intensive physiological reaction - i.e. speeding up the heart-beating. Red colour won't allow you to pass by, it attracts attention and controls situation. In all world cultures with the development of the language red acquire its name in the first place after white and black.

Let's talk about the conception of "warm" colours. Red is the main warm colour. Sometimes it really create the sense of warmth. The room with walls painted red (or, at least, pink) requires less heating, the a room painted cold colour, for example, blue. During many years red colour was used for festive table-cloth, because it aroused warm feeling and warmed those sitting at the table.

In wild nature red colour is the colour of abundance, the colour of ripe berries and tomatoes, the colour of rubies and garnet, the colour of poppy and puansettiya. Don't forget that it is also the colour of blood, hence - the colour of religious sacrifice, the colour of the heart and flame.

Red produces strong emotions. The character of these emotions depends on the situation, however, no matter what association you have with the red colour, there is no doubt in the strength of those emotions.

Red colour is usually connected with love and rage. As for sensuality, the red is so popular, that men often choose underwear for their loves. Red is often connected with festivals and fun. Ancient Egyptians started the tradition, which is alive by now: festivals and weekends are marked by the red colour. We also use red to mark the thing to pay attention.

Red colour also warns us about danger and about readiness to face this danger. Red has been long used in military uniform, and the red planet has been called after the God of War - Mars.

This is a very strong colour, which affects a human being and leaves nobody indifferent.
Pink colour connected with red, in fact, it is its hue - a mixture of red and white. Change in colour signal perception when transition from red to pink is perfectly typical for any transition from bright colour to pastel one. That's why pink is perceived as gentle, soft charming and feminine. We talk about this colour right here to show, how any change in hues - adding either white, gray or black to any basic colour - can change the meaning of the signal sent.

Pink, as well as red, can be warm and stimulating. It is perceived as romantic and sensual, that's why it is often used for underwear - particularly its bright hue. Pink can be also considered as frivolous and cheerful.

Keep in mind, however, that all these shades of meanings are very vague and individual. The researches show that about 27 per cent from 5 thousand recipients declared that they associate pink with fragility.


Orange as well as red belongs to warm colours. It also makes the heart go faster. Orange is a very bright colour, it always attracts attention, that's why different road services use it in their uniform.

This colour is generally associated with spice, piquancy. That is the word, which defines our attitude towards orange colour. Spices are used sparingly. The same with orange colour.

Orange in a small amount arouses thoughts about joy, fun and bright sun. Plenty of orange seems impudent. And plenty of impudence looks vulgar and cheap.

There are, however, certain peculiarities in perception of orange colour. Often, orange is associated with with low price and availability. Not without reason, this colour is widely used in nets of fast-food restaurants.

Except of sparing use of orange, we can offer to use its hues. Pastel orange is rather close to peachy colour, which is associated with freshness and health, natural complexion and cosmetics.

As for more brown hues, such as terracotta, they are perceived as natural, restrained, as the colour of tan. Exotic countries and objects, such as Turkish carpets, spices and vases from distant lands, occur to one's mind instantly.


Yellow colour worries and attracts attention, as it is one of the brightest of all spectrum colours. This is the colour, which people notice first.

That's why yellow is used for warning signs and school buses. Taxies are often of yellow colour. Lots of people like yellow - there is no wonder that yellow mobile phones are wide spread.

Black and yellow expresses danger. The combination of these colours is used for the sign warning about the danger of radiation. It must be also mentioned that black letters on yellow background are easy to read. That is why a very popular telephone directory is called 'Yellow Pages'. When we see yellow colour, we immediately understand that there is something new. Yellow always gives a signal about new things.
There is a lot of yellow colour in nature. We see it everywhere. The sun, lemons, corn, saffron, flame, ripe wheat, maple wood, butter and fatty cream. There is no wonder that people perceive yellow as the colour of hospitality, generosity and comfort.

Yellow is also associated with fun, joy, amusement and festivals. However, it can be quite ruthless and tires quickly if it is in excesses.

The other disadvantage of yellow colour is that it is connected with cowardice. In the Middle Ages paintings Judas was being depicted dressed in yellow. Moreover it is very often associated with unscrupulousness - for example, when it comes to yellow press.

Yellow colour is used as colour accent. But if we add to it a bit of white colour we will be able to use it as much as we want. Cream and beige are the safest colours in any amount - and they are the hues of yellow.

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Warna aura lambang karakter, peribadi anda

Artikel ini dipetik dari laman :

Warna aura tidak akan menipu siapa diri anda sebenarnya. Dalam psikologi sudah diakui bahawa setiap orang mempunyai keperibadian dan karakter tertentu.

Warna aura adalah bahagian dari keadaan diri seseorang yang membabitkan keperibadian, karakter, kesihatan dan kejiwaan.

Namun warna ini boleh berubah mengikuti keadaan diri seseorang. Warna aura berkenaan dapat dihuraikan di bawah:


Mengungkapkan aktiviti hidup dan melambangkan kemahuan atau kehendak yang sangat mendalam. Orang yang mempunyai aura merah seorang yang aktif, produktif, selalu memandang ke hadapan, tidak sensitif dan ego, pemimpin, suka mengkritik, mudah rasa tidak aman dan sentiasa fikir bahawa dia adalah benar. Ia turut melambangkan seorang itu suka bersaing, berani bertindak, tekad dan juga panjang akal.

Kebaikan mempunyai aura merah ialah mereka berupaya menjadi pemimpin dan mempunyai fokus yang jelas bagi mencapai tujuan.

Keburukan mempunyai aura merah adalah sukar bekerja dengan orang lain kecuali jika masing-masing mendapatkan apa diinginkan. Mereka ini suka bertengkar, ego dan kurang sensitif.


Mengungkapkan kehangatan. Orang yang mempunyai aura berwarna jingga sukakan kesenangan duniawi, tentangan, berkhayal, membantu orang lain, menyendiri dan tidak suka di kawal atau di kongkong. Kebaikan mempunyai aura jingga adalah mereka dikategorikan sebagai mempunyai akal yang panjang dan kreatif. Selain itu mereka amat berani dan mempunyai kebolehan mengetahui siapa lawan dan siapa kawan.

Keburukan mempunyai aura berwarna jingga adalah terlalu mementingkan diri sendiri. Lazimnya mereka kurang suka hidup berkeluarga dan lebih gemar bersendirian.


Mengungkapkan intelektual. Orang yang mempunyai aura kuning suka menyenangkan orang lain, sukakan humor dan membuat orang ketawa, suka mengambil risiko, seorang yang peka dan penuh prihatin, setia dan sukakan kebebasan.

Kebaikan mempunyai aura kuning adalah mereka suka bersukan, sangat prihatin dengan penampilan diri dan mementingkan kesihatan yang baik.

Keburukan mempunyai aura kuning adalah mereka agak pemalu sekiranya berada di kalangan orang yang tidak dikenali. Selain itu, mereka adalah orang yang suka memberontak dan tidak mudah berkongsi perasaan sedih dan juga masalah dengan orang lain.


Mengungkapkan kesegaran dan ketenangan. Mempunyai pemikiran yang cepat, cemerlang dan pandai. Tidak suka diperintah, suka bersaing dan mempunyai personaliti serta penampilan yang menarik. Tetapi keburukannya adalah orang ini tidak sabar terutama ketika mendengar keluhan atau masalah orang lain. Keburukan mempunyai aura berwarna hijau ialah mereka ini terlalu agresif dan berpandangan bahawa semua orang harus bersetuju dengan pandangannya. Tidak cenderung untuk mengakui sesuatu kesalahan yang telah dibuat. Kebaikan mempunyai aura hijau pula mereka mempunyai keperibadian yang kuat dan jarang ada orang yang boleh lawan berdebat dengan mereka.


Mengungkapkan kesetiaan. Seseorang yang mudah memberikan perhatian kepada orang lain dan mahir berkomunikasi. Cenderung mengubah diri sendiri jika terdapat sesuatu yang tidak kena dengan dirinya. Seorang yang sensitif dan mempunyai naluri yang sangat kuat. dia dapat merasakan jika sesuatu akan terjadi.

Kebaikan mempunyai aura berwarna biru mereka mampu merasakan dan mengetahui apa yang difikirkan orang lain. Mereka ini juga mempunyai ramai kawan kerana mereka mudah disenangi oleh orang lain.

Keburukan mempunyai aura berwarna biru adalah mereka terlalu dramatis apabila ia berkaitan dengan soal cinta dan pandai memanipulasikan orang lain.


Mengungkapkan sifat bijak yang amat mendalam. Seorang yang halus dan lemah. Mempunyai kulit putih dan pucat dan tidak suka keluar rumah. Mempunyai sifat keanak-anakan dan mempunyai perasaan yang peka. Kurang bertanggungjawab dan suka mengagungkan dan membanggakan diri sendiri.

Kebaikan mempunyai aura berwarna indigo adalah mereka mempunyai kekuatan mental yang sangat mendalam. Keburukannya mereka kurang pandai berkomunikasi dan suka menyendiri.


Mengungkapkan spiritual atau kerohanian yang mendalam. Seorang yang dinamis dan berkarisma, mempunyai perasaan penuh kasih sayang dan mudah simpati. Selain itu, meminati muzik dan boleh dijadikan sahabat yang baik.

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Artikel ini dipetik dari :- Dr Noordin Darus: Aura pengaruhi aktiviti mental, fizikal

Apa itu aura?

Aura adalah warna diri. Secara ringkas aura adalah warna yang memancar dari diri kita. Ada yang menyebutnya sebagai “Noor” kita atau “Chi” kita atau “Tenaga Ilahi” kita. Warna ini adalah hasil daripada ungkapan dan rangkuman keadaan diri kita dan ada pelbagai jenis kualiti yang berbeza daripada sifat fizikal, emosional dan spiritual yang ada pada diri kita.

Kualiti yang berkaitan keadaan fizikal, emosional dan spiritual ini tidak terbentuk secara tiba-tiba, tetapi adalah pembentukan dari masa lampau (“Siapa Kita”) dan masa sekarang (“Mengapa Kita”) dan boleh kita agak untuk masa yang akan datang. (“Harus Bagaimana Kita”)

Aura adalah tenaga

Tanpa adanya tenaga, kehidupan kita di dunia ini akan terhenti. Aura juga adalah kekuatan tenaga yang membentuk dan memberi sifat pada kita. Dengan tenaga yang dimiliki, kita boleh melakukan aktiviti fizikal dan mental. Tenaga ini boleh meningkat atau menurun dan dipengaruhi oleh faktor luaran dan dalaman yang kompleks.

Semua aktiviti mental kita sangat erat hubungannya dengan adanya kegiatan gelombang elektromagnetik yang memancar dari diri kita. Dari sudut perubatan pula teknologi penggunaan EEG (ElectroEncephalogram) menunjukkan bahawa aktiviti mental kita dapat secara efektif dianalisis dan dipantau oleh prinsip gelombang elektromagnetik itu, yang mampu diterjemahkan dalam bentuk grafik gelombang yang menunjukkan aktiviti dan keadaan tertentu otak kita yang mengendalikan semua kegiatan mental dan fisiologi.

Aura adalah fenomena tenaga yang sangat kompleks di dalam diri kita. Tenaga ini diyakini terpancar dari pusat tenaga yang dinamik dan bukan statik yang berada di bahagian yang paling dalam dari diri kita.

Warna dan tenaga? Aura adalah warna dan tenaga? Mana yang betul? Kedua-duanya tidak bertentangan tetapi adalah satu kesatuan yang tidak terpisah. Maksudnya dengan ringkas:

Aktiviti mental (mental) à Arus elektrik à Pencaran bidang gelombang elektromagnetik (warna)

Warna aura adalah penampakan luaran dari aktiviti dan keadaan mental yang memancar dari diri kita. Aktiviti kita memerlukan tenaga. Setiap kegiatan yang memerlukan tenaga dalam tubuh kita akan membabitkan juga adanya arus elektrik. Arus ini memancarkan bidang elektromagnetik yang akhirnya nampak dalam pancaran warna aura.

Sekarang untuk melihat pancaran ini sudah ada teknologi yang disebut “Bio Feedback Camera”. Warna aura kita boleh diambil dan dirakam oleh kamera ini yang kemudian diberi penjelasan sifat-sifatnya melalui komputer.