They like to sit or stay in one place. They want predictability and reliability in any important transaction. They do not like surprises, changes, or modifications without advance notice. To successfully negotiate with the relater we need to emphasize our trustworthiness and the predictable, reliable nature of the transaction. Following the step by step process to predictable reliable results works the best here.
Thinkers are fact-oriented and take pride on being meticulous.
They want to know how things work and want time to analyze and organize tasks. Their work is high quality, although sometimes they take longer than we would like for them to take. They can be perceived as over critical and sometimes insensitive. Their biggest fear is being wrong. Negotiating is a person to person process.