Styles of Negotiation

Styles of Negotiation

Definition:

 The way one party communicates and behaves with the other party in an interpersonal conflict situation is called a negotiation style.[ CITATION Tho01 \l 1033 ]

References

Leigh, T. (2001). The mind and heart of the negotiator. – New Jersey: Prentice Hall.

 Summary

Successful negotiations happen when negotiators know their negotiation style and understand the interests, needs, attitudes, etc., influencing how the other party behaves. The outcomes of any negotiation are determined by how the parties think, speak, and act. According to [CITATION She06 \l 1033 ], when a negotiator recognizes their style

i.e., knowing their instincts and how their intuition responds to interpersonal conflict situations helps have efficient negotiations. The TKI model helps negotiators understand their approach or negotiation style to manage conflicts effectively. The study indicates that five negotiation styles help deal with disputes: competing, accommodating, avoiding, collaborating, and compromising. The results indicate that adopting the right negotiation style during interactions, even if not the predominant type, will help achieve greater results.

The author Ofir Miller is renowned for his contribution to conflict management, stated negotiation style, and conscious strategy. The current article provides greater insights into negotiation styles and designs for effective negotiations. The author emphasized the model that determines negotiators’ characteristics and techniques for successful negotiations.

Analysis

 Conflicts arise because of differences in people’s personalities and when scarce resources are to be shared. Negotiation is the key to conflict resolution, where both parties reach a common understanding and gain maximum mutual benefit. To get common sense, the negotiators need to be aware of their behavior, communication, and attitude towards the other party and understand the other party’s behavior to employ the right behavior and conduct effective negotiations. From the research study, we observe negotiation styles are based on two important dimensions, i.e., assertiveness and cooperation. We negotiate daily in different scenarios, and when we closely watch how we conduct negotiations, the behavior or style we demonstrate during interactions with the other party determines the outcomes of our negotiation. Understanding our negotiation style first is important because it helps us know our characteristics, instincts, intuition, and the other party’s behavior. A competing type is also known as assertive or uncooperative, where we observe the negotiators focus more on self-goals or concerns and try to win their positions. An accommodating negotiation style is unassertive or cooperative, where negotiators are more concerned about the other party’s interests. An avoidance style of negotiation is unassertive or uncooperative. When negotiators are not worried about their or the other party’s interests and needs, they step out or postpone the negotiation as they feel it is unimportant. A collaborating style of negotiation is assertive and cooperative, where the negotiators understand each other’s concerns, interests, and needs and find the best options and solutions that satisfy both parties. A compromising negotiation style is a point between assertiveness and cooperativeness, where the negotiators find options and solutions that partially meet them as they forego certain things to gain things of their interest. Analyzing the behaviors or styles of negotiation, one can understand that no one style fits all negotiation situations, and it is important to adopt the right kind of negotiation to achieve the objective and create value. As an individual, one must carefully observe one’s behavior, i.e., whether they are inclined more towards assertiveness or cooperativeness. Try to understand how his behavior or communication during interactions with the other parties influences the behavior of others and determine the outcome of the negotiation. Knowing one’s negotiation style, the objective, and the goal and adopting the right style will result in effective and efficient negotiation. As per the current study, it is observed that the collaborative style of negotiation is the ideal style of negotiation where the negotiators demonstrate high levels of assertiveness and high levels of cooperation, i.e., they stick to their needs and interests but also work with the other party to find best solutions that fulfill and satisfy the needs of both the parties by providing maximum joint benefits [ CITATION Ofi14\l 1033 ]. Therefore, adopting the right negotiation style plays an important role in determining the outcomes and achieving the objective of the negotiation.

References

Miller, O. (2014). The negotiation style: a comparative study between the stated and in practice negotiation style  Procedia – Social and Behavioral Sciences, 200 – 209.

Shell, G. (2006)  Bargaining For Advantage: Negotiation Strategies for Reasonable People  [Book]. – [s.l.]: PENGUIN BOOKS.

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We will be covering 12 chapters in class. Within each chapter, there are italicized key terms. Each student will select one of the key terms from the assigned chapter(s) and search online Library resources to find 1 recent peer-reviewed article (within the past 3 years) that closely relate to the concept. Your submission must include the following information in the following format:

Styles of Negotiation

Key terms:

• Styles of Negotiation
• Anchoring in Negotiation
• Mediation
• Arbitration
• Ethical Tactics in Negotiation
• Deceptive Tactics in Negotiation
• Cultural Influences on Negotiation
• The Golden Rule

DEFINITION: a brief definition of the key term followed by the APA reference for the term; this does not count in the word requirement.

SUMMARY: Summarize the article in your own words- this should be in the 150-200 word range. Be sure to note the article’s author, their credentials and why we should put any weight behind their opinions, research or findings regarding the key term.

ANALYSIS: Using 300-350 words, write a brief comment, in your own words, of how the article relates to the selected chapter Key Term An investigation is not rehashing what was already stated in the paper but the opportunity for you to add value by sharing your experiences, thoughts and opinions  This is the most important part of the assignment.

REFERENCES: All references must be listed in APA format at the bottom of the submission.

(continued) Use the headers in your submission to ensure all assignment aspects are completed as required.

Any plagiarism, including cutting and pasting, will result in zero points for the entire assignment.