by Calum Coburn
Five Negotiation StylesWhen to use?What's the Danger?Self Defense Compete
(I win - You lose)
- Need to get results quickly.
- Not to family or friends“More interested in "winning" rather than reaching an agreement.” - Overpowering relationships“Don't Cave In!”
(I Lose - You Win)
“The opposite of competing”- When you or your company are at fault - Repairing relationships- Generosity as a sign of weaknesses“They may be luring you into reciprocation, obliging you to give back something of greater value in return.” Avoid
(I Lose - You Lose)
- “When the value of investing time to resolve the conflict outweighs the benefit”- Someone is always on the short side of the relationships ending.- “Clear expectations of timing early on in your negotiations” Compromise
(I Lose / Win Some - You Lose / Win Some)
- Usually just haggling.
- No time for negotiations with a party your trust.
- Nothing left to offer- if compromising is the excuse for not doing your research before negotiations. - Only retreat with solid rationale. Collaborate
(I Win - You Win)
- As much mutual value as can be created is created
- Most business-to-business negotiations
- Have an understanding of others interests and values.- Don’t collaborate with competitive negotiators - Sharing of information.- try other negotiation styles
Conflict Negotiation: Psychological Dynamics
Two ways conflict can arise during a negotiation
- Ones inner state
- Interactions on the negotiation table
- Defensive or offensive - "fight or flight"
- Defense mechanisms
Denial - Not acknowledge the existence of any conflict.
Avoidance – Don’t want to deal with it, and make or find excuses to not deal with it. Reaction Formation - Respond by adopting the traits or mannerisms of the person they are engaged with. Displacement – take anger out on another person.