Page 124 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills Pretty Bhalla, Lovely Professional University

Notes Unit 6: Negotiation Style

CONTENTS
Objectives
Introduction

6.1 Four Major Negotiation Styles
6.2 Choosing the Appropriate Style
6.2.1 Negotiating Successfully

6.3 Steps for Resolving Conflict
6.4 Alternative Styles
6.5 Strategies and Techniques of Negotiation
6.6 Conflict Management Strategies and Techniques
6.7 Summary

6.8 Keywords
6.9 Review Questions
6.10 Further Readings

Objectives

After studying this unit, you will be able to:
 Define and explain four major negotiation styles
 Choose the appropriate style
 State the techniques of Negotiation

 Discuss strategies of Negotiation
 Describe competitive and compromising style

Introduction

The most popular way to divide the typical negotiation styles or approaches are: Competing (or
Aggressive), Collaborating (or Cooperative), Avoiding, Compromise, Accommodating
(Conceding). Most negotiators have one or two preferred negotiation styles. Ideal is to be able
to choose to apply the most appropriate negotiation style to each type of negotiation, and to be
able to switch negotiating style depending on who you are negotiating with and other important
elements of your negotiation context.

6.1 Four Major Negotiation Styles

As mentioned above, everyone has their own way of dealing with conflict. Most fall into one of
five patterns: (1) collaboration; (2) competition; (3) compromise; (4) accommodation; and
(5) avoidance. Each pattern is helpful in certain situations.

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