NEGOTIATING STYLES

Negotiating Styles:

There are two ways you can explore this:

1. Try the following thought experiment devised by Richard Shell

Imagine the following:

10 people sitting at a big round table in a conference room

There are all strangers – no one knows anyone else
A stranger works into a room and makes the following offer:

“I will give a prize of £1000 to each of the first two people who can
persuade the person sitting opposite them to get up, come around the
table and stand behind his or her chair.”

Close you eyes: and then write down the first strategy that came to
mind and then write down any other strategies you can think of.

1.…………………………………………………

2……………………………………………….

3……………………………………………….

4……………………………………………….

5……………………………………………….

2. Complete the questionnaire at the back of this booklet on page 23.

DO NOT TURN OVER THE PAGE FOR THE ANSWERS! AT LEAST, NOT YET!
The 5 Negotiating Styles
COLLABORATIVE
Upsides
 Facilitate process
 Ask lots of questions
 Develop different ways of
looking at it; more options
 Both sides more motivated and
committed to deal
 Less use of irritators
 Seen as a business partner
Downsides
 May take longer, more complex
 May take big risk too early
 May have a problem aiming high
I WIN: YOU WIN
COMPETITIVE
Upsides
 Quickly see how to gain power
and leverage
 Quicker
 Develop different ways of
looking at it
 Committed based on deal
 Seen as a salesman
 Motivated by good price
Downsides
 Ask fewer questions
 Poor listening skills
 No loyalty generated
 Deal to deal existence
I WIN:YOU LOSE
APPENDIX 1: QUESTIONNAIRE
The 5th Negotiation Style is AVOIDANCE
Possibly a good strategy if you are happy with the status quo
RELATIONSHIP
Upsides
 Help other people even when
there is a conflict of interest
 Ask lots of questions
 Develop different ways of
looking at it
 One side committed to deal
 Less use of irritators
 Seen as a friend
Downsides
 May take longer, more social
 May take big risk too early
 May live in hope (in vain) for
reciprocity
I LOSE:YOU WIN
COMPROMISE
Upsides
 Develop simple, fair ways of
looking deals
 Fast
 Take turns
 Split the difference
 Seen as Mr Nice Guy
Downsides
 Ask fewer questions
 Good job, not outstanding
 Misses opportunities for
themselves and their client
I LOSE:YOU LOSE
2
To determine your preferred Negotiating Style read the following questions. For
each question tick either answer ‘A’ or ‘B’ depending on which you think is typically
most like you in work situations.

Question: Answer A Answer B

In a meeting I am Quiet Talkative
typically…

When I make a point it More qualified or Emphatic or direct

is… indirect

When I emphasise points Few Frequent

my gestures are…

In company I prefer to Reserved and may wait Forward and initiate

be… for others to initiate contacts
contact
In discussions I can Laid back or thoughtful Impatient or keen to
appear… move on

My behaviour can appear Reserved Assertive

to be…

When expressing my Tend to be reserved Express them readily

views I do…

I am more comfortable Considered and Rapid and spontaneous

with decision making that deliberate
is…

When dealing with risk Taking a slower and To embrace it quickly

and change I tend to more cautious and spontaneously
prefer… approach

Numbers of Ticks A B

Count up the total number of ticks in the ‘A’ column and in the ‘B’ column. Now
calculate ‘A’ minus ‘B’ = ____ and plot it on the line below.

Assertive Submissive

-9 -8 -7 -6 -5 -4 -3 -2 -1 0 1 2 3 4 5 6 7 8 9

3
 To determine your preferred Negotiating Approach, read the following nine
questions. For each question tick either answer ‘C’ or ‘D’ depending on which you think
is typically most like you in work situations.

Question: Answer C Answer D

When working with I am keen to I am keen to make
clients… understand their needs them understand my
needs
Putting the needs of Is usually beneficial Is sometimes a mistake
clients first…

My clients perceive me An extension of their An outside expert

as… team

I need to… Work together Be successful

Working collaboratively Is really important to Is a nice ambition to

with my clients… me have

Sometimes I have to… Miss my deadline so as Let a client down so as

to meet a client’s need to meet my deadline

I am quite competitive at Some of the time Most of the time

work…

I like to… Involve other people in Focus on getting my job

my work done

Winning at work is… A nice ambition to Really important to me

have

Numbers of Ticks C D

Count up the total number of ticks in the ‘C’ column and in the ‘D’ column. Now
calculate ‘C’ minus ‘D’ = ____ and plot it on the line below.

Need to Win Prefer to Draw;

Accept a draw Prepared to lose
-9 -8 -7 -6 -5 -4 -3 -2 -1 0 1 2 3 4 5 6 7 8 9

4
 RESULTS

ASSERTIVE SUBMISSIVE

PREFER TO DRAW
PREPARE TO LOSE

NEED TO WIN
ACCEPT A DRAW

COMBINE THE TWO LINES TOGETHER

Collaborative PREFER TO DRAW Relationship

PREPARE TO LOSE
C

ASSERTIVE SUBMISSIVE

Competitive Compromise

NEED TO WIN
ACCEPT A DRAW