This theory is used in negotiations, improving social relationships, understand others and succeeding in what we doing.
The theory says:
When two people meeting around a table, there are Six persons around the table, not only two. How?
Real personalities: There are two real personalities.
Displayed personalities: There are two personalities, each trying to display and present to the other.
Perceived personalities: The personalities each of them see of the other.
This makes 6 persons.
How this theory can help us in life?
To use the “6 persons” theory effectively, first of all, you need to be able to read other people, so a bit of psychological abilities, plus a bit of information on them.
When you are able to see the real personality of the other person, then you improving your chances to take the right decisions. This can be very useful in negotiations, politics, building relationships, at work with peers, bosses and subordinates and many others.
In negotiations
To win in negotiations, there is one important thing you need to know, what is the Break Point of your opponent?
This is crucial to decide your negotiation strategy, how much concessions you give and how much you ask etc.
To achieve this, you need to, understand the 6 person’s theory and try to reduce the number of personalities from 6 to 4 personalities, I.e. reduce his 3 to only 1 personality, which is his real one.
The situation will become more complex if there are several people involved, hence should focus on the key one/s only.
Determining the breakpoint of your opponent by revealing his true personality, means better understanding of who you dealing with and if supported by information about him and the case, you will be able to determine his break point/s, so can drive the negotiations in the right direction.
In this case your success chances are very high.