1

Developing a Negotiating Style

October 8, 2015

Which Negotiation style ?

Tough vs.
- OR ???

Soft

Subset of social values

M
ar
ty
r

Altruism

Concern
for Other

do
m

op
Co

io
at
er

Masochism

Individualism

Co
m
pe

Aggression

d
Sa

sm
hi
c
o
as
m
o

tit
io
n

Concern
for self

Motivational Style
Individualistic
Competitive
Cooperative

Strategic Issues Concerning

Motivational Styles
The myth of the hard bargainer
Do not lose sight of your own interests
Social comparison can cause breakdowns in
negotiation
Use the principle of reinforcement to shape
behavior
Recognize the power of reciprocity
Anticipate motivation clashes at the bargaining
table
Anticipate convergence

Approaches to Negotiation
Interests
Rights
Power

Strategic Issues Concerning Approaches

Principle of reciprocity
Interests are effective for pie expansion
Refocusing your opponents on interests (away
from rights and power)
Personal strategies
Structural strategies

High costs associated with power and rights

Know when to use rights and power
Know how to use rights and power

Emotional Styles
Rational
Positive
Negative

Strategic Advice for Dealing with

Emotions at the Table
Keeping a cool head is easier said than done
Controlling emotion may interfere with the
process of entrainment
Emotions are contagious
Positive emotions promote integrative
bargaining
Negative emotions must be convincing to be
effective
Timing of emotion matters