Different Styles of Negotiation

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People in general see business negotiations as a combination of strategies and tactics. That’s not entirely wrong, but you need to know that negotiations also involve feelings and values, so these strategies and tactics must not affect the emotions of the buyer. Business people often see a sales negotiator like a doctor. He can opt for numerous tools when it comes to solving a problem, just like a physician can make use of various remedies to treat a health condition: a wide range of pills, ointments, physical therapy, diet, potions, shots, surgical procedures, and lifestyle modifications.

As a negotiator, you have the possibility to use various styles, strategies, methods, tactics and alternatives when you’re involved in a bargaining. However, choosing the proper ones depends on the things you know about your opponent, as well as on the circumstances. You need to identify their needs, values, concerns, and limits they’re not willing to cross.

Keep in mind that every single person has values, and serious research can help you discover them. You can also spot them if you pay attention to the behavior of your counterpart. Watch the person’s gestures and you will glean precious information. Negotiators in general want to look good to a person. This person can be a boss, a colleague, or a partner. Hence, they will do whatever it takes to make a good impression. Below are several styles of negotiations that can be observed among mediators and business people alike; they will help you adopt a suitable strategy and, thus, you’ll manage to close good deals.

Fairness 

The world we’re living in is tough and cynical, but the good thing is that there are business people who want to be fair with their opponents. The problem is that only salespeople tend to be fair, whereas buyers prefer to make the most of the situation.

Power/control

Everyone knows that negotiation and power go hand–in-hand, and numerous individuals struggle to obtain what they want, without considering the needs of the other party. The strange thing is that, generally, they don’t really care about the amount of money they’re negotiating. What they truly want is to be the ones who call the shots.

Being right

Unfortunately, a great number of individuals simply won’t accept that they can make mistakes. They assume that they’re right all the time, and they don’t realize  this approach can’t bring them anything good.

Being appreciated

Usually, individuals need to feel they’re valued and appreciated. You might not believe this, but a recent study has revealed that numerous persons think that being appreciated is more important than earning a lot of money.

Being important

If you take a look around, you will notice that everyone wants to be important. Of course, some people have a great importance in the companies they work for, but if they overestimate their position, they will end up destroying the deal.

Impatience

This is an element that should never influence a negotiation, but unfortunately, there are some people who just can’t control themselves. Hence, if you’re dealing with an impatient opponent, note that you can take advantage of this situation and obtain exactly what you want.

Being liked

Individuals in general want to be liked, but there are some people who take it to the extreme. Salespeople often place too much importance on this which, in turn, can make them agree to unsatisfying deals.

Being safe

Some people are afraid of making mistakes, which affects their judgment. The problem is that if you show your opponent that you’re scared, he will try to manipulate and convince you to accept his offer.

In other words, you must adjust your negotiation strategy to the negotiation style of your opponent. You have to use certain techniques when you negotiate with an impatient opponent, and make use of other strategies when you have to deal with a person who wants to be important. If you’re interested in becoming a successful negotiator, you need to able to identify the mentality of your counterpart and use strategies that match it.


The article is written by Jason Phillips. He is an eminent writer with great interest in small business, technology, and gadgets. He has a site thegappartnership.us where you can get workshops for negotiation.

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Different Styles of Negotiation

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