Mastering Negotiation Skills with DISC

Mastering Negotiation Skills with the DISC Model

How Australian Professionals Can Leverage DISC to Negotiate with Confidence and Precision

Introduction

In today’s fast-paced business world, strong negotiation skills are essential. Whether you’re closing a deal, managing a stakeholder, or navigating internal discussions, the ability to understand and influence others is a game-changer. One of the most effective tools for mastering negotiation is the DISC behavioural model. Widely used across Australia in leadership, sales, and communication training, DISC provides a simple yet powerful framework for understanding behavioural differences and adapting your approach for better outcomes.

At The DISC Agency, we’ve helped professionals and teams across Sydney, Melbourne, Brisbane, Perth, and regional Australia improve their negotiation outcomes by using the DISC model to enhance self-awareness, communication, and influence.

What Is the DISC Model?

Developed by psychologist William Moulton Marston, the DISC model categorises human behaviour into four key styles:

• Dominance (D): Direct, assertive, goal-focused

• Influence (I): Outgoing, enthusiastic, persuasive

• Steadiness (S): Reliable, calm, supportive

• Compliance (C): Analytical, precise, detail-oriented

Everyone is a blend of these traits, with one or two typically being more dominant. Understanding your own DISC style—and recognising the style of the person you’re negotiating with—can help you adapt your communication and strategy for more effective results.

Why Use DISC in Negotiations?

In negotiations, knowledge is power. And understanding human behaviour gives you the edge. Here’s how DISC helps:

✅ Personalised Communication: Adapt your language and tone to match the other party’s behavioural style.
✅ Faster Rapport Building: Understand what builds trust with each profile.
✅ Improved Outcomes: Increase your chances of reaching agreement by aligning your approach with their values and decision-making style.
✅ Reduced Conflict: Anticipate objections and navigate difficult conversations with empathy and insight.

How to Negotiate with Each DISC Style

John Wright, Senior Partner at The DISC Agency, shares his insights into tailoring your approach for each profile.

💼 Dominance (D) – Results-Oriented

• Traits: Confident, competitive, decisive

• Motivated by: Winning, achievement, efficiency

• Negotiation Tips:

  • Get to the point quickly—focus on what they’ll get.

  • Present bold solutions and let them feel in control.

  • Avoid small talk; be efficient and outcomes-focused.

🎤 Influence (I) – Enthusiasm-Oriented

• Traits: Charismatic, optimistic, people-focused

• Motivated by: Recognition, excitement, connection

• Negotiation Tips:

  • Build rapport before diving into details.

  • Keep the conversation upbeat and engaging.

  • Highlight the fun, people-centric, or unique aspects of your proposal.

🤝 Steadiness (S) – Support-Oriented

• Traits: Loyal, calm, collaborative

• Motivated by: Trust, security, reliability

• Negotiation Tips:

  • Be patient—don’t rush them into decisions.

  • Reassure them with guarantees and long-term benefits.

  • Show you care about the relationship, not just the transaction.

📊 Compliance (C) – Accuracy-Oriented

• Traits: Analytical, careful, systems-driven

• Motivated by: Data, quality, correctness

• Negotiation Tips:

  • Come prepared with detailed documentation.

  • Answer questions with facts, not fluff.

  • Respect their need to review and analyse before committing.

DISC Across the Negotiation Stages

Understanding a person’s DISC profile can help you fine-tune your approach across every phase of negotiation, while staying aligned with two critical negotiation principles: BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement).

Why Australian Professionals Choose DISC for Negotiation

From corporate boardrooms in Sydney to family businesses in Bendigo, DISC has become one of Australia’s most trusted negotiation tools. At The DISC Agency, our tailored workshops and DISC debriefs help professionals at all levels understand themselves, their clients, and their colleagues more deeply—resulting in smarter negotiations and more productive outcomes.

About The DISC Agency

We are Australia’s leading DISC facilitators, offering onsite and virtual training, DISC assessments, and advanced workshops tailored to sales teams, leaders, educators, and negotiators. Our expert team works with organisations across the public and private sector—from education and healthcare to real estate, finance, and manufacturing.

We proudly use the globally respected TTI Success Insights (TTISI) suite of assessments. TTISI was the first company to move the DISC assessment online, and today they are one of the largest and most credible providers of DISC profiles worldwide.

Conclusion

Understanding how people tick is the key to mastering negotiation. The DISC model provides a clear, actionable guide to reading people and responding in ways that build trust, uncover needs, and reach agreements faster.

Whether you’re negotiating with a D-style CEO, an I-style sales rep, an S-style team member, or a C-style technical expert—DISC empowers you to approach each conversation with clarity and confidence.

Ready to take your negotiation skills to the next level?
Get in touch with The DISC Agency today to explore a DISC workshop or profile debrief tailored to your team.

For more information about the DISC model and how it can help your organisation, contact The DISC Agency at support@thediscagency.com.au or call 1300 690 469.