We have indeed already written a lot about business negotiations. But there is still a lot we can write. This time, we are starting a series of posts on business negotiation in order to organise and group the knowledge we have passed on. We will start with an introduction to negotiation, describing its styles.
Characteristics of negotiation styles
Negotiation is an art, designed to lead us towards a specific goal. On what negotiation is, we have written, among other things, in the entry: „Business negotiation - an art in itself or a matter of practice?”.
This time we will take a closer look at the different styles of negotiation, which are the product of a mixture of two dimensions:
Formal - Informal
Dominant - Forbearing
The combination of the above produces four different negotiation styles:
- Locomotive
- Engineer
- Enthusiast
- Friend
Which style of negotiation is adopted in the negotiation strategy will have an impact on the negotiation itself, but also on the outcome and SATISFACTION on both sides of the table. Above all, however, it will determine from the outset the style adopted by the negotiating partner and will give you the opportunity to modify your strategy if necessary. However, it is worth remembering that self-awareness of one's natural preferences and recognition of the partner's preferred style are key.
Negotiation styles: Locomotive
It is a style characterised by a high degree of impulsiveness. Emotions and the display of them - whether they concern contentment or anger - reign supreme. There is also a lot of room in this style for taking initiative in conversations. Adopting this style may involve over-imposing one's own point of view while devaluing the other party's point of view in conversations. Locomotive focuses on parameters and data.
Negotiation styles: Engineer
It is a style characterised by great detail and analysis of the smallest details. Activity-collaboration is also logical and factual. It means considering the other party's proposals pragmatically and without emotional reactions or philosophy. The engineer, when analysing data and reviewing risks, may struggle to make decisions.
Negotiation styles: Friend
It is a style in which the primary objective is to reach an agreement. It is characterised by listening carefully to the other party in conversations, acting conventionally while respecting generally prevailing norms and values, and being submissive. The friend, with his or her high level of empathy, is a great mediator.
Negotiation styles: Enthusiast
This style is characterised by high dynamism and a high level of initiative. It generates a lot of ideas and likes to be the centre of attention. Like the Locomotive, he likes to impose a tone in negotiations, but what distinguishes him is that he avoids clearly defining objectives. The Enthusiast creates a mood of openness and gives the other party a sense that their needs can be met. Thanks to his high level of creativity, the Enthusiast is able to find a way out of a situation that is a dead end for others.
How to master negotiation styles?
What we have written about above is just an introduction and an outline of the area of conducting effective business negotiations. As you can see, the subject is broad and proper preparation is essential to explore it. The best way to learn about negotiation techniques, practice particular styles and improve your negotiating skills, is to overtrain existing skills and supplement them by participating in the negotiation workshops, corresponding to the current level of knowledge or regular meetings with negotiating sparring partner. Interestingly, negotiating sparring partner can adapt his or her attitude to the specific project the actual negotiation is about and put him or herself in the role of a specific counterparty. During Eveneum's negotiation workshops, we analyse each participant's negotiation style and, in the case of Negotiation Coaching It is discussed in detail in Negotiation E-360 - the individual negotiator profile.
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