Page 243 - 4188

241

Remember
Before you negotiate, stop and ask yourself:
 What is my preferred style of negotiation? The Negotiation
Experts will release our on-line graphical Negotiation Style Profile

in 2010. In the interim. In the meantime, the generalist TKI profile
is a reasonable conflict profile. Once you know your style, you've

taken the first step to gaining flexibility in your negotiations. There
is much you can do as a member of a negotiation team, if you
know your fellow team members' profiles.
 Which of these 5 styles best describes your business client or

vendor negotiation relationship? You may find it useful to allocate
a percentage score to each style, and then ask yourself whether
you're happy with the current styles balance. If not happy, then

make a plan to migrate to your preferred styles.
Don't blindly apply 1 negotiation style to your negotiation. Work
through your list of goals in your concession strategy, and decide which

issues are best to: collaborate, compete, compromise, avoid,
accommodate.
Finally – there's very seldom an escape from having to use a

competitive style. At some point, you're going to need to do some
claiming or sharing out the value you've created. So think carefully
about which point in the negotiation you need to switch to competing.
So if the other side compete too early, be prepared to pause the

negotiation and have words ready to revert to another style.

ASSIGNMENTS
1. What negotiation styles do you know?
2. What negotiation style will you use if need to act or get results
quickly?

3. What are the main features of competitive style negotiators?
4. What is the opposite of competing?
5. What's the danger in accommodate style?

6. What kind people use “Avoid” style of negotiations?
7. What to do when you're dragged into a negotiation unprepared?
8. What is the difference between “compromise” and “negotiation”?
9. Explain the figure below.