This is the last assignment for the Professional Development and Competencies course. It is a group written assignment that talks about the negotiation styles :):

Negotiation Styles

Introduction

Dealing with conflict requires skills and professionalism. Also, the way people interact with each other in a negotiation is important to reach to an agreement or win it when conflict is addressed. This report will mention the terms of the different negotiation styles, justification and a case study to show which negotiation style should be applied in certain situations.

Terms

          Avoidance is “a potential goal or strategy in addressing conflict. Avoidance is also a negotiation style. Avoidance is retreating or withdrawing. It is failing to engage. It may be to ignore the existence of a conflict in its entirety” (Barbara Corvette, 2007, page 61) Can be either total or partial. Competitive “style of negotiation is a win/lose approach” (Barbara Corvette, 2007, page 61). There must be a winner and a loser, first and second. Compromising “negotiation style is to give up part of what you want at the request of the other” (Barbara Corvette, 2007, page 62). Or basically just giving up something for free. Collaborative is a negotiation style that makes you find a way to get what the other and yourself want (Barbara Corvette, 2007, page 63). It is most likely a win/win situation. Distribution ” is allocating limited resources or limited benefits” (Barbara Corvette, 2007, page 64). Integration” is to remove limitations” (Barbara Corvette, 2007, page 64). Contingency theory “is a term used to refer to a broad base of literature that addresses contextual factors influencing organization structure and management” (Barbara Corvette, 2007, page 67).

Justification

It is very important to know about negotiation styles because it can help us manage our personal and work life. By knowing negotiation styles we can prepare an effective negotiation strategy against the other party and also prepare effective responses to what the other party do in the negotiation. In addition, we can know what can be improved in our negotiation style and what cant because each person has their own preference about which style to choose, so if a person tries to be collaborative and he does not like to collaborate he will appear to the other party as fake and damage the negotiation. Furthermore, having knowledge about negotiation styles can help us “become more aware of the other person’s negotiation style and also how different negotiation styles interact.” (madridteacher).

Case study

Imagine yourself being a manager of company. The company asks you to buy a business for the company’s benefits, money not being a concern in this issue. A business which is about to sell out comes to your boss’s consideration and asks you to negotiate with the dealers and convince them to sell you the business. In other to negotiate appropriately you must understand all the negotiation styles and their application within a negotiation. In this case you may not have much advantage because the dealer is ready to sell the business to another company. For this case you must use the best fit negotiation style of the four styles mentioned previously in this report. For this case the best fit might be the compromising style in order to give into the dealer’s demands and buy the business. This could also be viewed in a different style, which is collaborative.

Conclusion

Understanding these styles could help a person get into successful negotiation. In order to understand each negotiation style a person must go into depth for each style. Once a person understands the difference between avoidance, collaborative, compromising, and competitive negotiation style he or she can use the negotiation skills effectively.

 

 

List of Sources

1-      Barbara Corvette, Conflict Management.

2-      http://madridteacher.com/business/negotiation-style.htm

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