Page 129 - DMGT519_Conflict Management and Negotiation Skills

Unit 6: Negotiation Style

in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes Notes
their party desires, but without driving the other party to permanently break off negotiations,
unless the best alternative to a negotiated agreement (BATNA) is acceptable.
Traditional negotiating is sometimes called win-lose because of the assumption of a fixed “pie”,
that one person’s gain results in another person’s loss. This is only true, however, if only a single
issue needs to be resolved, such as a price in a simple sales negotiation.
During the 1960s, Gerard I. Nierenberg recognized the role of negotiation in resolving disputes
in personal, business and international relations. He published The Art of Negotiating, where he
states that the philosophies of the negotiators determine the direction a negotiation takes.
His Everybody Wins philosophy assures that all parties benefit from the negotiation process
which also produces more successful outcomes than the adversarial “winner takes all” approach.

Notes The strong, no nonsense, bottom-line negotiator
When negotiating with someone that is dogmatic, stubborn, tough, and very bottom-line
oriented, it may serve you well to state the desires you have of the negotiation in an
approximate matter. That’s to say, in describing the outcome you wish of the negotiation,
inflate it with ‘give backs’ concealed in your desires. ‘Give backs’ are negotiation positions,
or points of view, you can use to move your negotiation partner in the direction you’d like
to have the negotiation proceed. In essence, you can use ‘give backs’ to make concessions
as you go through the negotiation to build rapport, or receive concessions you’d like the
other person to make.
The reason you should inflate your desires is directly related to the demeanor of this type
of negotiator. More than likely, someone that has the traits of a very dogmatic or tough
negotiator will try to get as many concessions from you as he can.
The amiable, less dogmatic negotiator

When negotiating with someone that is less dogmatic, someone that is more amiable, you
can be more exact in what you want from the negotiation, but still have some ‘give backs’
on reserve to make this type of negotiator happy with the process of the negotiation. The
type of individual that will possess an amiable style of negotiation will be less likely to
exhaust the ‘give and take’ process as you negotiate. This style of negotiator will enjoy the
negotiation process as long as the negotiation doesn’t get too challenging. Nevertheless,
you still have to be engaging to the degree that you’re not perceived as being overbearing
or too weak to negotiate with this person. Be very ‘even handed’ with this type of negotiator
and make sure you’re perceived as doing so.
The passive or meek negotiator
When negotiating with a passive or meek negotiator, do not be overbearing. Don’t allow
your actions to be perceived as being pushy. Let this type of negotiator perceive himself
as being in control of the negotiation. As in all negotiations, you can observe the person’s
body language to gain insight into the way you’re being perceived, but pay extra attention
to this person’s body language, because you’ll be able to read their body language more
succinctly.

6.5 Strategies and Techniques of Negotiation

The art of negotiation can be a tricky skill to master. It takes effort, practice, intelligence, and a
considerably high level of self-control. Learning the how-to’s of effective negotiation can mean

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