Negotiation Styles (What Are They, Foundations And Types)

The negotiation is a process used by two or more parties in order to interact and exchange ideas. Its objective is to reach an agreement that allows, among others, to solve a problem or a conflict, or to take advantage of an opportunity of common interest or the improvement of management.

An adequate negotiation process should lead to long-term strengthening of the relationship between the parties, and what should be sought is a “win/win” position, that is, where both negotiators agree with the decision made, regardless of what individually raised.

When a company enters a negotiation process, it must be sure that all the participants agree to negotiate because they have a common interest, although sometimes, not all the interests are clear or evident.

To be successful in a negotiation, it is necessary to prepare, it means that, in addition to knowing the interest in negotiating, analyzing possible strategies and responses, both from yourself and from another negotiator, through imagination and even the management of possible scenarios.


Basics of good negotiation

A negotiation, today, is a very important tool to guarantee success both personally and professionally. The use of this tool can influence the development of our lives because at all times the need to “negotiate” appears.

A negotiator:

  • You should not accept any alternative that is “worse” than what is considered the best for a negotiated settlement.
  • This process can be very intense and exhausting and can expose the substance of the business relationship.
  • You must keep the focus on the objective to negotiate, sometimes you can deviate and enter to negotiate personal positions, which aborts a win/win process.
  • You have to be very respectful and understanding of the counterparty interests without losing the perspective of your own interests. It should be a pleasant process for both parties.

Negotiation Styles

There are several ways of facing a negotiation process. For this it is necessary to take into account the style of the negotiator. Each style of trading favors a certain approach and each has weaknesses and strengths.

The negotiator must plan from the moment the two parties prepare for it until the moment they exchange ideas and reach an agreement.

Accommodative

This style of trading reflects an attitude that encourages you to lose and the counterparty wins, that is, lose/win. You end up giving in without being satisfied, therefore there are repressed feelings, conflicts, and tension. It is a position that we tend to dismiss.

Collaborative

This style of negotiation styles, promotes that both parties win, that is, win/win. It is about maintaining your own interest while trying to get both parties to meet your interests.

Compromise

In this style of negotiation styles, there is the premise of a real commitment and a certain fulfillment of the option chosen to resolve the conflict. Here you have the time that is necessary to think and reflect on the proposal and thus decide if you are really satisfied with the agreement reached. Looking to win/win.

Competitive

This style of negotiation styles seeks to satisfy the deficiencies or needs but at the expense of the needs of others. The use of this style can cause problems in the future because people generally remain resentful. Here is an “I win / you lose” relationship.

Participatory

In this style of negotiation styles, while seeking to satisfy some interests, it is about persuading the other party to give up part of theirs. It is then achieved that both parties are satisfied, but partially. His premise is: “sometimes you win something”.

Avoidant

In this style of negotiation styles, it is considered that this process has no value because it can generate problems greater than the benefits that could be obtained. In this case both sides lose.


Strengths and Weaknesses of a Negotiator

It is important that you know the strengths and weaknesses of a negotiator to achieve success in a negotiation process:

Strengths

  • Have ease of expression, communicate assertively, be aware of the adequate handling of non-verbal and verbal language.
  • Use a simple vocabulary that allows the concepts to be clearly expressed.
  • Worry about maintaining harmony between the participants.
  • Be persistent in achieving the proposed objectives.
  • Listen and show interest in understanding the point of view of others.

Weaknesses

  • Difficulty managing effective communication.
  • Intimidate yourself before a strong negotiator.
  • Having little experience as a negotiator.
  • Be wary of the other party, which hinders from starting win/win results.
  • Spend little time planning the negotiation process.

Importance of a Good Negotiator

Before reaching a negotiation process, it is necessary to take into account the following:

  • The negotiator must be very well prepared. It means having the information ready, the alternatives analyzed, the terrain prepared, the formal and informal investigation of the counterpart, and the micro and macro environment analyzed.
  • The negotiator must be able to determine the range of possibilities, options, and alternatives that benefit both parties.
  • The agreement reached in the negotiation must be formalized in a written document, which includes a follow-up agenda for those agreements. Failure to do this may mean that the agreement is not carried out.

To be successful in the negotiation, you must take into account the style and form of negotiation, as well as the previous preparation, which must lead to the achievement of the stated objective and, therefore, obtain win/win results.

And as I mentioned before, knowing how to negotiate is a useful condition in almost every day-to-day situation, because it has to do with interactions that occur between individuals and that try to influence to achieve a beneficial change for both negotiators, at the same time that change is achieved.

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