short paper negociation

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) PLACE THIS ORDER OR A SIMILAR ORDER WITH US TODAY AND GET AN AMAZING DISCOUNT :)