"The reason you

negotiate is to
produce something
better than the
results you can
achieve without
negotiation."

Features of
Negotiations
A brief description of the process of
negotiations and the essentials of the task at
hand.

(Fisher & Ury)

The language of
collaboration

Preparing for negotiation

& maintaining awareness

Lastly, Mastering
negotiator styles.

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Adrian, Michigan

Preferred Customer
Metro-Detroit Area

The system of give and take

has always been a key aspect
of commerce and it remains
the main ingredient in dealing
with public and private sectors
of the world. Successful
navigation is key to
successfully participating in
bargaining and negotiations of
the world. To make this issue
clearer this brochure highlights
core concepts that in turn
allow you the reader to grasp
a better understanding of

Lamont Bradley LDR 655 Fall 2015

Mastering Negotiation Styles

Negotiation and discussion are the greatest weapons we
have for promoting peace and development

Understanding these negotiation styles helps you

prepare for those you will meet in the negotiation
room.
Competitive

~ Nelson Mandela

Accommodators
Avoiders
Collaborators
Compromisers
Characteristics measured
The Thomas-Kilmann Conflict Instrument uses
these characteristics to better define Negotiator
actions.
Level of Assertiveness

The Language of Collaboration

Any attempt to build a favorable deal prior to
considering the other party is a failure (Buckles,
1999)
Understand the other partys wants & needs
Be completely open and honest

Level of Cooperativeness
Characteristics that you possess

Be well prepared for

Negotiations (Main FOCUS)

characteristics that your counterparts possess

Avoid Biased Scenarios during negotiation

preparations

The success of any negotiation you join will ultimately

depend on how well you have prepared and considered
the following:

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Consider the perspective of all parties involved

What does your counterpart value?

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At what point would they walk away from the

negotiation?

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Awareness During Negotiations

Identify specific Negotiation tactics
Be aware of Unconscious Behavior
Never lose sight of the end result: the win-win
Body Language (non-verbal cues)

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What arguments will they make?

Who will make the final decisions for them?
Reference
Buckles, D., 1999. Cultivating Peace: Conflict and Collaboration in Natural
Resource Management. IDRC/World Bank. Retrieved from
http://www.idrc.ca/en/ev-9398- 201-1-DO_TOPIC.html
Fisher, R. and Ury. W., 1981. Getting to Yes: Negotiating Agreement Without
Giving In.:Penguin Books. New York, USA.