NEGOTIATION STYLES
Analytical style
These negotiators work on the basic assumption that logically leads to the right conclusions.(i) Behaviors used
1. Formulate reasons and logic to the case under negotiations
2. Argue in favor of own position and against others‟ position
3. Divide, analyze and break down each situation and its cause and effect
4. Identify relationships of parts
5. Put things in a logical order
6. Weigh the pros and cons thoroughly
7. Make identical statements
8. Use linear reasoning, being inductive in logic
9. Use keywords like because, consequently, in order to, then, therefore, etc
(iii) Guidelines
1. Use logic while arguing
2. Look for causes and effects
3. Analyze options with pros and cons
The standard toolkit of questionnaires is available for determining one‟s style of negotiation and has emerged as a powerful tool for enhancing individuals‟ negotiation skills.
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