Artykuły dot. negocjacji

Types of negotiation styles

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base  / Negotiation styles

Types of negotiation styles

A negotiation style is a collection of our behaviors and attitudes, which  we manifest throughout the negotiation process. A style should be aligned with strategy. There are three basic negotiation styles, which have been named after their most probable result. They aggregate a set of beliefs on our approach to negotiations and are a function of our life values. Below I have presented the most important information on each of them. I encourage you to reach out for more literature and reflect on your personal negotiating style. Loose-loose Neither of the sides achieve a real victory. This is a destructive style because each of the sides leaves the table with an agreement… failure. This means both sides have deprived themselves and their partner of the opportunity to satisfy their interests. Such a negotiating style is typical for people emotionally unstable, lacking up to date information and bad intentions. This style is characterized by uncompromising, applying pressure, manipulation, ruthlessness towards the partner, lack of concern for partner’s interests, stubbornness, dirty tricks, blind and egoistic pursuit of one’s goals. Win-loose Only one of the sides achieves a real victory. Due to poor understanding of interests, unsolidity, faults in information exchange, use of techniques etc. one of the sides leave the table defeated and probably won’t be willing to continue cooperation in the future. This style is characterized by strong orientation on only own goals or lack of understanding of the partner’s interests. Win-win Each side achieves a real victory, aligned with interests. This style ensures sustainability of relationships and joint business. Thanks to a common approach to figuring out an optimal option for fulfilling interests, parties achieve a constructive agreement through cooperation. This style is characterized by focus on interests, joint decision making, impartiality of criteria for options  consideration, approach to negotiations as to problem solving, respect for common interests, openness, trust. I think this is the most appropriate negotiating style in today’s business. The negotiator’s dilemma When approaching negotiations, we confront a dilemma if our partner has the same style as ours. It is a lot more comfortable and resolute to talk, when we know that the other person also wants all parties to leave the table victorious. Alas a question arises – what should one do upon confronting a partner who is set to achieve victory only for themselves. This surely is a situation, in which it is worthwhile to take time to rethink if we have any alternative partners – a change could save a lot of unnecessary obstacles. The most important thing which we can do is to set an example of win-win negotiations, so that there is increasingly more negotiators who apply this style. Thanks to this, civilization will benefit on the potential of collective creativity and strong organizations, countries and people.