CHAPTER 10
Negotiating Styles, Part 1 MAJOR PERSONAL STYLES
negotiation is a zero-sum game that pits every gain against a loss. And when successfully completed, losers believe they’ve won and winners give every indication of bearing up under defeat. Language and fortitude are used to create a belief that everyone will walk away from the table with “enough,” even if one side’s portion (hopefully the opponent’s side) is far less than forecasted. Each negotiator and every negotiating team must choose a style that will best serve their goal. The same style will not work in every situation, nor will every situation permit every style. Negotiators and teams must be flexible, able to change style as easily as they change locale. The same research skills that have been focused outward should now be turned inward, as honest and thorough self-assessment will permit the most appropriate choice of both personal and team styles.
INTERNATIONAL COMMERCIAL
Choosing a Style That Fits Below is a listing of twenty-three different personal negotiating styles. Rarely does a person use one style to the exclusion of all others, and there’s a great deal of crossover. It’s rare (if not impossible) for someone to adopt a style that runs contrary to their personality. Also, these styles are often countermeasures to each other. (A full listing of countermeasures are suggested in Chapter 15.) Negotiators strive to be believed, and they must believe in their own discourse if they’re to be successful. Even the most talented actors have limits of range. (Robert De Niro can convincingly portray a maniacal gangster, but he probably won’t succeed as Oedipus Rex.) Potential negotiators must research their own talents and virtues to determine which style or combination of styles best fits their personality. Chief negotiators must make similar decisions when assembling a team. One can’t have a soccer team comprised entirely of all-star goalies. Diversity is required. Assembly of the right combination of talents, styles, and flexibility will result in a team that can handle virtually any negotiating session. Team leaders must also be on guard against members who endeavor to utilize styles that are incompatible with team goals. AGGRESSIVE
Many people see themselves as aggressive but few actually fill the bill. Aggressive negotiators run roughshod over opponents with little regard for their counterparts’ positions. They take no prisoners and grant no quarter, and the word “concession” isn’t found in their lexicon. Aggressive negotiating does have its place if used in small doses, while constant belligerence will rarely result in a
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