Negotiation Styles

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

пÑ"Ñ" Is result oriented

пÑ"Ñ" Must win at any cost

пÑ"Ñ" Sees the deal as a war in which anything is valid

пÑ"Ñ" Is evil: the objective justifies the means

пÑ"Ñ" The victory is not enough: not just win, also “humiliate”

пÑ"Ñ" Suspects from everyone; everyone is an enemy

Soviet Negotiator

пÑ"Ñ" “Mine is mine, yours is negotiable”

пÑ"Ñ" Cuts with the negotiation paradigm: get something without giving back anything

пÑ"Ñ" 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)

пÑ"Ñ" 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

пÑ"Ñ" Previously to closing the deal, he returns what it took, but immediately after he takes something else to continue to negotiate

пÑ"Ñ" The achievements are not returnable (irreversibility of the story)

пÑ"Ñ" Solves his problems causing problems to the others

пÑ"Ñ" “All the generosity of the opponent should be seen as a weakness”

пÑ"Ñ" “Lying to death”

Soft Negotiator

пÑ"Ñ" It is the opposite of the tough negotiator

пÑ"Ñ" In the top of his priorities is the person with whom he negotiates: "we are friends", "if you want, I will sacrifice for you"

пÑ"Ñ" Always trust in the other part

пÑ"Ñ" An agreement is enough

пÑ"Ñ" Typically makes an error of projection вЂ" reflects in the other his tastes

пÑ"Ñ" Leaves