Negotiation Styles
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Negotiation Styles
Negotiation is a process by which two or more persons with some common and different objectives gather to reach an agreement.
We can identify several negotiation styles:
Tough Negotiator
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Is result oriented
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Must win at any cost
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Sees the deal as a war in which anything is valid
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Is evil: the objective justifies the means
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The victory is not enough: not just win, also “humiliate”
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Suspects from everyone; everyone is an enemy
Soviet Negotiator
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“Mine is mine, yours is negotiable”
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Cuts with the negotiation paradigm: get something without giving back anything
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First he retains something from the target; then negotiates the exchange of what he retained for what he wants (is a way to gain power)
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Uses the “Perceptual Contrast”: when the deal is almost closed, goes back at the last minute (also called “last bite”). The perception of loss is greater when we think the deal is almost closed
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Previously to closing the deal, he returns what it took, but immediately after he takes something else to continue to negotiate
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The achievements are not returnable (irreversibility of the story)
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Solves his problems causing problems to the others
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“All the generosity of the opponent should be seen as a weakness”
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“Lying to death”
Soft Negotiator
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It is the opposite of the tough negotiator
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In the top of his priorities is the person with whom he negotiates: “we are friends”, “if you want, I will sacrifice for you”
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Always trust in the other part
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An agreement is enough
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Typically makes an error of projection — reflects in the other his tastes
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Leaves