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Negotiating Styles:
“I will give a prize of £1000 to each of the first two people who can
persuade the person sitting opposite them to get up, come around the
table and stand behind his or her chair.”
Close you eyes: and then write down the first strategy that came to
mind and then write down any other strategies you can think of.
1.…………………………………………………
2……………………………………………….
3……………………………………………….
4……………………………………………….
5……………………………………………….
DO NOT TURN OVER THE PAGE FOR THE ANSWERS! AT LEAST, NOT YET!
The 5 Negotiating Styles
COLLABORATIVE RELATIONSHIP
Upsides Upsides
Facilitate process Help other people even when
Ask lots of questions there is a conflict of interest
Develop different ways of Ask lots of questions
looking at it; more options Develop different ways of
Both sides more motivated and looking at it
committed to deal One side committed to deal
Less use of irritators Less use of irritators
Seen as a business partner Seen as a friend
Downsides Downsides
May take longer, more complex May take longer, more social
May take big risk too early May take big risk too early
May have a problem aiming high May live in hope (in vain) for
reciprocity
COMPETITIVE COMPROMISE
Upsides Upsides
Quickly see how to gain power Develop simple, fair ways of
and leverage looking deals
Quicker Fast
Develop different ways of Take turns
looking at it Split the difference
Committed based on deal Seen as Mr Nice Guy
Seen as a salesman
Motivated by good price
Downsides Downsides
Ask fewer questions Ask fewer questions
Poor listening skills Good job, not outstanding
No loyalty generated Misses opportunities for
Deal to deal existence themselves and their client
APPENDIX 1: QUESTIONNAIRE
The 5th Negotiation Style is AVOIDANCE
Possibly a good strategy if you are happy with the status quo
2
To determine your preferred Negotiating Style read the following questions. For
each question tick either answer ‘A’ or ‘B’ depending on which you think is typically
most like you in work situations.
Numbers of Ticks A B
Count up the total number of ticks in the ‘A’ column and in the ‘B’ column. Now
calculate ‘A’ minus ‘B’ = ____ and plot it on the line below.
Assertive Submissive
-9 -8 -7 -6 -5 -4 -3 -2 -1 0 1 2 3 4 5 6 7 8 9
3
To determine your preferred Negotiating Approach, read the following nine
questions. For each question tick either answer ‘C’ or ‘D’ depending on which you think
is typically most like you in work situations.
Numbers of Ticks C D
Count up the total number of ticks in the ‘C’ column and in the ‘D’ column. Now
calculate ‘C’ minus ‘D’ = ____ and plot it on the line below.
4
RESULTS
ASSERTIVE SUBMISSIVE
PREFER TO DRAW
PREPARE TO LOSE
NEED TO WIN
ACCEPT A DRAW
ASSERTIVE SUBMISSIVE
Competitive Compromise
NEED TO WIN
ACCEPT A DRAW