Q & A Table of Contents
Characterizing Negotiating Styles
From: Javad,Tehran, Iran
Question: We know that in negotiations people follow certain patterns of behavior which is adapted from their styles of negotiating. I wish to know whether it is possible to categorize these styles into some specific types and the ways to negotiate with those people effectively.
Response: Many people have developed a variety of ways of categorizing negotiation styles. Sometimes the style of a negotiator is based on their personality. Often culture plays a role in influencing style, whether that culture is the culture of a negotiator's company, nationality, or even the kind of market in which the negotiation occurs.
Developing a long list of personal negotiation types is a risky proposition. What seems like one style to me may appear to be something completely different in your mind. Thus it makes sense to keep the characterizations of personal negotiating styles as simple as possible.
One should view negotiation styles as falling into two categories:
1. Positional -- someone who is inflexible, says 'my way or the highway', and who cannot change his/her demands without losing face
2. Interest-based -- negotiation focused on the underlying reasons for pursuing one's negotiation objectives
Positional negotiators place their demands on the bargaining table and expect their negotiation partners (the folks on the other side of the table) to respond by saying 'yes' or 'no'.
Interest-based negotiators try to learn what factors offered by their negotiation partners will help them achieve their own interests -- and what those other parties believe the interest-based negotiator can offer to respond to what they themselves want.
To use a simple example, if you and I are negotiating over the sale of a bicycle, we need to find out whether the buyer is looking for transportation, a means for carrying goods, or something to use for sports. We also need to examine whether the seller only cares about money or is interested in selling his/her existing bicycle in order to gain the capacity to buy a fancier one, to buy two smaller bicycles for his/her children, etc. In this situation, a positional negotiator will make a proposal and say 'take it or leave it' while an interest-based negotiator will look for ways for each party to add value to the transaction and walk away more satisfied with the result.
Negotiation is a human activity -- and humans are all different. It is dangerous to pigeonhole someone because of their name, their mode of dress, their country, etc. By assuming a person will only act one way because of the way you have labeled them, you lose the opportunity to gain the value they can add to the negotiation process. Remember that a successful negotiation is one that leads to an agreement each party is committed to fulfill.
Good luck,
Steve
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