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Understanding Different Negotiation Styles
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.
Negotiation is 90 % planning, along with being educated and ...
The 7 Elements
A negotiation does not have to be a uni-dimensional, one-shot activity.
There are seven points to prepare yourself with:
- What do people want?
- What is my Plan B?
- Creating Value using shared interests.
- What's relevant and what's persuasive.
- One-shot or multiple rounds?
- 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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Basic negotiation skills
- Asking good question: Good negotiators seem to ask a lot of questions and are very concerned about understanding exactly what it is you are trying to achieve from the negotiation.
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Distributive Negotiation
Refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves.
It is also known a...
Integrative Negotiation
It implies a collaborative negotiation strategy, in which parties seek a win-win solution to settle the conflict.
In this process, the parties aims and goals are likely to be integrated in such a way that creates a combined value for both the parties and thus results in enlarging the pie. It stresses on reaching a mutually beneficial and acceptable outcome, keeping in mind the interest, needs, concerns, and preferences of the parties concerned.