Chapter 4

Negotiation Style

CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette

PRENTICE HALL
©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458

Budjac Corvette PRENTICE HALL ©2007 Pearson Education. NJ 07458 .Negotiation Style     Avoidance Adversarial/Competitive Accommodating/Compromising Cooperative/Collaborative CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Inc. Upper Saddle River.

and low emotional stability may foster a competitive style. High internal locus of control and high need for affiliation may foster a compromising style. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. and high need for achievement may foster a collaborative style. Upper Saddle River. NJ 07458 .Personality and Habitual Style     High external locus of control and low assertiveness may drive an avoidance style. high need for social power. high need for achievement. feeling preference. Type B. Budjac Corvette PRENTICE HALL ©2007 Pearson Education. Inc. high Mach. high emotional stability. high competitiveness. High internal locus of control. Negative attitude toward conflict.

Inc. Competing creates a win/lose game. Collaborating creates win/win. Compromising gives up something. NJ 07458 . Upper Saddle River. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A.What Style Creates     Avoiding may sustain positive outcomes but permits escalating negative outcomes. Budjac Corvette PRENTICE HALL ©2007 Pearson Education.

Integrating is collaborative. NJ 07458 .Distributive Versus Integrative Negotiation     Distributive negotiation presumes limited resources and limited options. Upper Saddle River. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Inc. Integrative negotiation seeks resources and options. Distributing is competitive. Budjac Corvette PRENTICE HALL ©2007 Pearson Education.

Budjac Corvette PRENTICE HALL ©2007 Pearson Education. NJ 07458 . Upper Saddle River.Analyzing Your SelfAssessment   One consistent style across all persons and situations may reflect habit rather than appropriate choice of style. Inc. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Differing styles among persons and situations may reflect appropriate choice of style or differing needs and goals.

Critical information is lacking.When Avoiding Is Appropriate      Tempers are HOT. The relationship is much more important than the matter in dispute. Budjac Corvette PRENTICE HALL ©2007 Pearson Education. NJ 07458 . CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Inc. There is inadequate time at the moment to address the matter effectively. Upper Saddle River. The matter in dispute is unimportant.

Upper Saddle River. Budjac Corvette PRENTICE HALL ©2007 Pearson Education. You possess special knowledge or authority.When Competing Is Appropriate    There is an emergency and you are in a position to save yourself and others. There are no other options and you cannot be hurt by the other party. Inc. NJ 07458 . CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A.

Budjac Corvette PRENTICE HALL ©2007 Pearson Education. NJ 07458 . Upper Saddle River.When Collaborating Is Appropriate ALMOST ALWAYS CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Inc.

facts. Upper Saddle River. situation. Intelligent diagnosis and assessment are necessary for making an effective choice. Inc. Budjac Corvette PRENTICE HALL ©2007 Pearson Education. and people involved. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A.The Contingency Approach   Choice of negotiation style impacted by many factors including context. NJ 07458 .

Expect the unexpected. Know how your personality affects your flexibility. Upper Saddle River. Budjac Corvette PRENTICE HALL ©2007 Pearson Education. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Know how to adapt to changes in the mix. Inc. Judgers typically find adaptability more difficult than do perceivers. NJ 07458 .Be Flexible     A contingency approach means being flexible.