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Negotiation Styles

Negotiation Styles

Negotiation is a process by which two or more persons with some common and different objectives gather to reach an agreement.
We can identify several negotiation styles:
Tough Negotiator
 Is result oriented
 Must win at any cost
 Sees the deal as a war in which anything is valid
 Is evil: the objective justifies the means
 The victory is not enough: not just win, also “humiliate”
 Suspects   from everyone; everyone is an enemy

Soviet Negotiator
 “Mine is mine, yours is negotiable”
 Cuts with the negotiation paradigm: get something without giving back anything
 First he retains something from the target; then negotiates the exchange of what he retained for what he wants (is a way to gain power)
 Uses the “Perceptual Contrast”: when the deal is almost closed, goes back at the last minute (also called "last bite"). The perception of loss is greater when we think the deal is almost closed
 Previously to closing the deal, he returns what it took, but immediately after he takes something else to continue to negotiate
 The achievements are not returnable (irreversibility of the story)
 Solves his problems causing problems to the others
 “All the generosity of the opponent should be seen as a weakness”
 “Lying to death”

Soft Negotiator
 It is the opposite of the tough negotiator
 In the   top of his priorities is the person with whom he negotiates: "we are friends", "if you want, I will sacrifice for you"
 Always trust in the other part
 An agreement is enough
 Typically makes an error of projection – reflects in the other his tastes
 Leaves too much money on the table
 It emphasizes too much the relationship
 It is not oriented to the result, i.e. does not seek the best result because he is also too concerned with the personal relationship.

Mixed Negotiator
 Mix the best features of the hard style with the best features of the soft style

Summarizing:
 Tough Negotiator: to solve the...