Negotiating in style
Negotiations styles were on the menu this week. We talked about different negotiation styles and their pros and cons. In literature there have been identified five different negotiation styles which are accommodating, avoiding, collaborating, competing and compromising. I feel like the style I am most comfortable using is collaborating. Like I have stated in my earlier blog posts I tend to be a bit too kind when negotiating which refers to the fact that collaborating style is the one I tend to use. It is not necessarily a bad approach but I would like to develop other styles as well.
Competing style would be the one I would like to develop myself. I am a very competitive person which is why I am bit surprised that when negotiating I am not that aggressive and into winning. In tough negotiations where the other party is really dominating it would be useful to learn more aggressive style in order to get your goals fulfilled.
Like somebody stated in the lecture, it is not just about identifying your own negotiating style but to learn to read the other parties and modify your negotiation approach according to the situation. There is not one absolutely right negotiation style. The negotiation style should depend on the needs of the negotiator, the environment and the behavior of the other parties of the negotiation. Sometimes even negotiation styles like accommodating and avoiding can be the right tactics to approach a negotiation.
My short-term target for developing my negotiation style is to learn to keep my ground better by preparing my arguments well before the negotiation. I should also learn to take me time in the negotiation. It is ok to stop and think every now and then instead of going for the first proposal.
See you in few weeks!
Sanni
Competing style would be the one I would like to develop myself. I am a very competitive person which is why I am bit surprised that when negotiating I am not that aggressive and into winning. In tough negotiations where the other party is really dominating it would be useful to learn more aggressive style in order to get your goals fulfilled.
Like somebody stated in the lecture, it is not just about identifying your own negotiating style but to learn to read the other parties and modify your negotiation approach according to the situation. There is not one absolutely right negotiation style. The negotiation style should depend on the needs of the negotiator, the environment and the behavior of the other parties of the negotiation. Sometimes even negotiation styles like accommodating and avoiding can be the right tactics to approach a negotiation.
My short-term target for developing my negotiation style is to learn to keep my ground better by preparing my arguments well before the negotiation. I should also learn to take me time in the negotiation. It is ok to stop and think every now and then instead of going for the first proposal.
See you in few weeks!
Sanni
I agree with you on the "understanding other party", maybe that's more important, some people just have this ability while others may need some practice. No matter how, understanding is understanding, stick to yourself and do not trap into other party's emotion or purpose, because according to my years of fail experience, instinctively think too much to others will always lead to bad result.
VastaaPoistaWell somehow i agree with your views but not agree with aggressive style of negotiations. I think (based on my country negotiation style), aggressiveness spoils your whole deal.
VastaaPoista