Friday, February 22, 2008

Negotiation Style

The Bully Style
An easily identifiable style is that of the bully. He is powerful, commands attention and has a high energy level. His modus operandi is to push for action, is usually loud, and is confrontational. He is totally insensitive to the feelings and needs of others, wanting to attain his own outcomes at all cost.The advantages of this style are that he commands attention for a key point, and that negotiation can be brought to a rapid close.
Unfortunately, this style of negotiator will miss subtle points in the negotiation which could adversely affect the outcome, and has an: it is my way or the highway attitude.
Nonverbal characteristics of this type are an exaggerated posture of leaning forward, excessive use of pointing, and very direct eye contact.
This style is very limited in its usefulness, and certainly does not encourage a win/win outcome.

The Manipulator
Although not lacking in empathy as much as the Bully, the Manipulator still has a disregard for the feelings of others. He has a low level of energy, largely keeping a low outer profile, speaking in a careless-type of voice, almost condescending.
His modus operandi is to manipulate the other party to expose their weaknesses and get them to concede to his desired outcomes. He plays a cat and mouse game and is sly.
The Manipulator quickly draws attention to real threats that could affect an agreement, and can surreptitiously provoke debate.
On a negative side, he may distort information or bend the truth while exploiting the weaknesses of the other party.
Nonverbal characteristics include, slouching or leaning back with hands behind his head, and using fleeting eye movements as he surveys the group, both his team and the opponents.

The Confident Style
This is your people-person. He gives equal attention to the relationship of those present as he does to the issue under investigation. He exudes high energy and is always looking for better ways to have all parties work collaboratively.
He usually finds it easy to focus on the key points, and likes to openly discuss possible options. His negotiating style is flexible and he adapts it to the situation as required.
He will work at achieving a win/win situation at best and a compromise at worst. His voice is pleasant.
Although he wins people over, he can appear aggressive, and because of his enthusiasm, he may fail to listen properly.
His nonverbal characteristics include an erect or only slightly forward leaning posture whether sitting or standing, lots of hand movements, and good eye contact.

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