NEGOTIATION STYLES
Researches have confirmed the following four styles of negotiators: Factual style
Intuitive style
Normative style
Analytical style
Each of these styles is detailed below:
(1) Factual style
Such persons make the basic assumption that facts speak for themselves.
(i) Behaviors exhibited
1. Point out facts in a neutral way
2. Keep track of what has been said
3. Remind people of their statements made earlier
4. Know most of the details of issues discussed
5. Share details with others
6. Relate facts to experience and clarify
7. Are low key in their reactions
8. Look for proof and documents of statements
9. Use keywords like clarify, define, explain, facts, etc
(ii) Guidelines
1. Be precise in presenting facts
2. Refer to what has been carried out
3. Know the dossier complete with details
4. Document what they say
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