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Understanding Different Negotiation Styles
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4 basic negotiation styles
...depending on different social motives:
- Individualists seek to maximize their own outcomes with little regard for their counterparts’ outcomes. .
- Cooperators strive to maximize both their own and other parties’ outcomes and to see that resources are divided fairly.
- Competitives seek to get a better deal than their “opponent.” They behave in a self-serving manner and often lack the trust needed to solve problems jointly.
- Altruists, who are quite rare, put their counterpart’s needs and wants above their own.
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Negotiation
Whether it is a high-stakes deal, the price of a used car, or a family issue, we all are bargaining and getting into negotiations.
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The 7 Elements
A negotiation does not have to be a uni-dimensional, one-shot activity.
There are seven points to prepare yourself with:
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- What is my Plan B?
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- The best way to communicate.
- What are my commitments?
What People Want
Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.
The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.
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Motivation is a complex process
Motivation is a complex process to explain or to realize fully.
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Motivational strategies that show success
- Teachers that plan lessons to be interesting, curiosity-provoking, and personally inspiring have better success in motivating their students to read.
- Leaders have better success in motivating their employees when they take the employees' perspective and invite them to create their own self-endorsed work goals.
- Parents are more successful when they try to truly understand why their children don't want to do something and then take the time to explain to them the benefits of the activity.
Most successful interventions do not try to change another person's motivation or emotion directly. Instead, they make changes to the person's environmental conditions and the quality of his or her relationships to encourage them to leave behind neglectful or abusive ones.
The basic psychological needs
According to Self-Determination Theory, there are three basic psychological needs which we want to satisfy:
- Autonomy (self-determination). We are motivated when we have a choice in terms of tasks, time, team, and technique.
- Competence (capability and effectiveness). Mastery is a mindset. When we strive toward something greater than ourselves, it demands effort.
- Affiliation needs (association and belonging). We are motivated to form long-lasting positive relationships with others.
External rewards do not work because we don't do rule-based routine tasks. Instead, we need to create environments where intrinsic motivation thrives, where we can gain satisfaction from the activities themselves.