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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 ...