short paper negociation

Chapters overview
[PracSol]
Dodgers
Dreamers
Hagglers
Competitors
Creative problem solvers
[NegoS]
Doer – Task-oriented
Thinker – Task-oriented
Talker – People-oriented
Guardian – People-oriented
Negotiation Styles
Dodgers: trying to postpone/avoid making
decisions
Dreamers: trying to preserve the relationship
even if it means giving up unnecessary
concessions
Hagglers: perceiving negotiation = a quick
give-and-take game
Competitors: enjoy conflicts, be
aggressive, use hard-ball tactics – at
the cost of alienating the other party.
persistent in controlling the negotiations
Win-lose agreements
Creative problem solvers: display
creativity in finding mutually satisfying
agreements.
Take time to identify the underlying needs
of the other party
Ask questions, share information openly,
& suggest options and alternatives.
Strengths & Weaknesses
How negotiation styles fit into
negotiation?
The Quadrant of Negotiation Styles
DOERS
8%
TALKER
24%
THINKER
64%
GUARDIAN
4%
“What’s mine is mine and what’s yours is negotiable.”
Doer’s behaviors
I-centered
Wants immediate results
Makes quick decisions
Takes authority
Controlling
Aggressive
Wants bottom line
Poor listener
Wants big picture
What They Do
Speed up + slow them down at
times via WIIFM
Uncover their WIIFM to prolong
decision-making
Establish your own authority
Give them options
Be assertive (not too easy-going)
Get to the point & quickly
Make sure they hear key points
Give a clear summary
How You Should
Counteract
Thinker’s behaviors
We-centered
Concentrates on detail
Thinks analytically
Checks accuracy
Works systematically
Creates diplomacy
Adheres to standards
Needs more time
What They Do
Be fully prepared
Present facts
Deliver lots of detail
Organize linearly
Be nonconfrontational
Invite their left brain
creativity
Give them time to
process
Push them gently
How You Should
Counteract
Talker’s behavior
I-centered
Socializes conversationally
Generates enthusiasm
Lives optimistically
Acts impulsively
Easily distracted
Dreams
Desires motivation
Gets competitive
What they do
Socialize
Regularly recognize them &
contributions
Keep conversation focused
Move fairly quickly
Make sure you know what
they heard
Ramp up your energy level
Encourage their creative
input
How You Should
Counteract
Guardian’s behavior
We-centered
Helps others
Shows loyalty
Wants predictability
Keeps structure
Avoids conflict
Appreciates precedence
Decides by consensus
What they do
Use warm tones of voice &
pleasant language
Present new things safely
and incrementally
Provides testimonials &
assurances
Be highly supportive
Structure your presentation
well
Give them time to find
consensus
How You Should
Counteract
Implications
You can’t proceed in negotiation as if
everyone is the same.
Know your own negotiation style
(strengths & weaknesses).
Know other negotiation styles.
Understand what negotiation behaviors
that you have in common with other
negotiators
And what not in common (because that would
produce conflicts)
Comparing American and
Chinese Negotiation Styles
Terry Hird, UC
Berkeley, Founder of
NegotiationInternational
Google TechTalks
(Aug 24, 2006)
https://www.youtube.com/wat
ch?v=GPu8VqptSik
Reflections on Hird’s Talk
Personal experiences in negotiation with
Americans? With Chinese?
To what extent do you agree with Terry
Hird? On what characteristics?
Are there any “Vietnamese” negotiation
styles?
Ready & Dinh (2006)

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