NEGOTIATION STYLES
Normative style
They operate on the basic assumption that negotiating is bargaining.(i) Behaviors used
1. Assess, judge and evaluate facts according to their personal values
2. Approve or disapprove, agree or disagree based on own norms of behavior
3. Use loaded words
4. Offer bargains
5. Propose rewards and incentives
6. Appeal to emotions and feelings to reach a fair deal
7. Are demanding, threatening and coercing
8. Use authority, power, and status
9. Correlate with other people
10. Make effective statements
11. Focus on people and their reactions
12. Judge others‟ responses
13. Pay attention to communication and other group processes
14. Use keywords like: wrong, right, good, bad, like, etc
(iii) Guidelines
1. Establish sound relationships
2. Identify partners‟ values and adjust to them
3. Appeal to partners‟ feelings
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