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
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
Downsides
 May take longer, more complex
 May take longer, more social
 May take big risk too early
 May take big risk too early
 May have a problem aiming high
 May live in hope (in vain) for
reciprocity
I WIN: YOU WIN
I LOSE:YOU WIN
COMPETITIVE
COMPROMISE
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
Upsides
 Develop simple, fair ways of
looking deals
 Fast
 Take turns
 Split the difference
 Seen as Mr Nice Guy
Downsides
 Ask fewer questions
 Poor listening skills
 No loyalty generated
 Deal to deal existence
Downsides
 Ask fewer questions
 Good job, not outstanding
 Misses opportunities for
themselves and their client
I WIN:YOU LOSE
I LOSE:YOU LOSE
The 5th Negotiation Style is AVOIDANCE
Possibly a good strategy if you are happy with the status quo
2
APPENDIX 1: QUESTIONNAIRE
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:
In a meeting I am
typically…
Answer
Quiet
When I make a point it
is…
More qualified or
indirect
Emphatic or direct
When I emphasise points
my gestures are…
Few
Frequent
In company I prefer to
be…
Reserved and may wait
for others to initiate
contact
Laid back or thoughtful
Forward and initiate
contacts
My behaviour can appear
to be…
Reserved
Assertive
When expressing my
views I do…
Tend to be reserved
Express them readily
In discussions I can
appear…
A
Answer
Talkative
B
Impatient or keen to
move on
I am more comfortable
Considered and
with decision making that deliberate
is…
Rapid and spontaneous
When dealing with risk
and change I tend to
prefer…
To embrace it quickly
and spontaneously
Numbers of Ticks
Taking a slower and
more cautious
approach
A
B
Count up the total number of ticks in the ‘A’ column and in the ‘B’ column.
calculate ‘A’ minus ‘B’ = ____ and plot it on the line below.
Assertive
Now
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:
When working with
clients…
Answer
I am keen to
understand their needs
Putting the needs of
clients first…
Is usually beneficial
My clients perceive me
as…
An extension of their
team
An outside expert
I need to…
Work together
Be successful
Working collaboratively
with my clients…
Is really important to
me
Is a nice ambition to
have
Sometimes I have to…
Miss my deadline so as
to meet a client’s need
Let a client down so as
to meet my deadline
I am quite competitive at
work…
Some of the time
Most of the time
I like to…
Involve other people in
my work
Focus on getting my job
done
Winning at work is…
A nice ambition to
have
Really important to me
Numbers of Ticks
C
C
Answer
I am keen to make
them understand my
needs
Is sometimes a mistake
D
D
Count up the total number of ticks in the ‘C’ column and in the ‘D’ column.
calculate ‘C’ minus ‘D’ = ____ and plot it on the line below.
Now
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
ASSERTIVE
C
o
l
l
a
b
o
r
a
Competitive
t
i
v
e
PREFER TO DRAW
PREPARE TO LOSE
Relationship
SUBMISSIVE
Compromise
NEED TO WIN
ACCEPT A DRAW
5