Negotiation Styles as Tools of Management
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An in-depth look at negotiating as a basic tool of management, aspects of different negotiating styles, (intuitive, normative, analytical, and factual), negotiating with others according to styles, negotiating across cultures, parameters of negotiations,
Negotiation Styles
Aspects of difference in style are:
The amount and types of preparation
The emphasis on task vs. interpersonal relationships
The use of general principles vs. specific detail
The numbers in the negotiation team
Their relative influence in the team
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Solution Summary
Negotiation Styles
Aspects of difference in style are:
The amount and types of preparation
The emphasis on task vs. interpersonal relationships
The use of general principles vs. specific detail
The numbers in the negotiation team
Their relative influence in the team
Styles distinguished
Intuitive style (features)
Works of the assumption that's imagination can solve any negotiation problem,
Focuses on the entire situation rather than details,
Looks into the future,
Creative and imaginative, goes beyond facts, and generating new ideas.
Clues for the style (listen to the following words)
Creative, idea, new, tomorrow, essential
Normative Style (features)
Prefers to judge and assess a set of facts on the basis of principles or values,
Tends to be evaluative, approving and disapproving,
Proposes rewards and incentives appealing to people's feelings, pursues a fair deal,
Focuses on people and their reactions,
Uses power and status where appropriate to threaten, demand and require.
Clues to check for: words like, right, wrong, bad, good.
Analytical style (features)
Believes that the use of logic leads to the right conclusions,
Weighs up different arguments,
Infers and analysis cause and effects,
Puts things in a logical order, and are thorough in reasoning.
Clues to check for are words like because, consequently, then, therefore, in order to.
Styles Continued
Factual style (features)
Uses and points to the facts in an unemotional and detached way,
Keeps track of what people say, asking them to explain,
Reminds people of what they have said when appropriate,
Looks for proof, and tends to document statements.
Clues to check for are words like define, clarify facts, explain, and elaborate.
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Negotiation Styles
Aspects of difference in style are:
The amount and types of preparation
The emphasis on task vs. interpersonal relationships
The use of general principles vs. specific detail
The numbers in the negotiation team
Their relative influence in the team
Styles distinguished
Intuitive style (features)
Works of the assumption that's imagination can solve any negotiation problem,
Focuses on the entire situation rather than details,
Looks into the future,
Creative and imaginative, goes beyond facts, and generating new ideas.
Clues for the style (listen to the following words)
Creative, idea, new, tomorrow, essential
Normative Style (features)
Prefers to judge and assess a set of facts on the basis of principles or values,
Tends to be evaluative, approving and disapproving,
Proposes rewards and incentives appealing to people's feelings, pursues a fair deal,
Focuses on people and their reactions,
Uses power and status where appropriate to threaten, demand and require.
Clues to check for: words like, right, wrong, bad, good.
Analytical style (features)
Believes that the use of logic leads to the right conclusions,
Weighs up different arguments,
Infers and analyses cause and effects,
Puts things in a logical order, and are thorough in reasoning.
Clues to check for are words like because, consequently, then, therefore, in order to.
Styles Continued
Factual style (features)
Uses and points to the facts in an ...
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