Week One Assignment- Reflective Essay 1 Which style of negotiations do you tend
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Week One Assignment- Reflective Essay 1 Which style of negotiations do you tend to have more of an inclination toward, and how has your personality and cultural upbringing helped to influence your tendency to use that style? What is your best-fit personality temperament? How might your personality preferences (temperament and interaction style) help you in the negotiation process? Write a 2 page essay in APA format exclusive of Title page, Abstract, and Reference page, with correct spelling and Engish grammar Reflective Essays must be posted by 11:30PM on Sunday by 11:30PM MST of the assigned week Click on the "Week Two Assignment - Reflective Essay 1" link above to submit your assignment, as well to get more information ference page, with correct spelling and grammar regarding the due date and grading rubric.Explanation / Answer
From the time we wake till the time we rest our lives are loaded with negotiations. We (some of the time) quietly arrange our way through the morning movement. We consult with the manager to take seven days off, we consult with our groups to work back to meet an approaching due date, we consult with our clients to push out a conveyance date etc etc
Therefore, It would be easy for us to state that negotiating is basically a procedure to get us to where or what we need. The procedure can be brisk – it may take seconds or the arrangement could take months or more. Also A few negotiations are small and the results are not so awesome but rather for a few negotiations, the results are life changing and you should be compelling in your negotiations style as the outcomes.
Psychologists have various ways of distinguishing or categorising the various negotiation style as well as personalities. Thomas-Kilmann conflict mode instruments has listed 5 types of negotiations of individual behaviour and Mark Parkinson, a business psychologist as well as adviser to personality test explained how each style is embodies in practice
The top 5 Negotiating Styles of Thomas and Kilmann.
1.Competing [ I win – You lose]
This negotiation is also best called competitive & mostly used style my individual. This style is most effective when we looking for quick and fast results because here negotiators is behaving selfish, as they are looking out for their own needs OR what do I need from this discussion?’. Here negotiator is not concerned about their relationship with but they want to achieve or be there where they want to be. Good examples of this style are buying a new car or a lawyer representing their client or commodity-based selling.
2.Accommodating (I Lose – You Win)
This style is completely opposite of being competitive. Here negotiator give priority to relationship and achieve what he wants. Here negotiator simply believes that he will get what he wants by giving everything to other party.
Examples of this style are when a person knowingly injures another person and willingly offers to pay all medical expenses hoping the injured party does not sue.
3. Compromising (I Lose / Win Some – You Lose/ Win Some)
Old adage ‘pick your battles’ is exactly fits here. This negotiation style values the relationship and acknowledges that its ok if there is a loss but it is better to compromise as well then completely lose. This style should not be confused with Collaborating (I win – You win).
4. Collaborating (I Win – You Win)
These negotiators are also known as Innovators because they recognise that both parties have needs that must be met and take the time to find creative solutions for the common need. In business, this style of negotiating is often seen as the “Holy Grail”. Most B2B [ Business to business] use collaborating style.
It should be perceived that this style of arranging is to some degree great ideological in light of the fact that as a general rule it is high on assets and time.
5. Avoiding (I Lose – You Lose)
This is also called “Passive aggressive style” and difficult to spot as it goes under cover for a time. The user of this style is highly uncooperative. They are not concern for other parties or address any conflicts. This style is usually in response to a highly competitive style. The avoider will stop all the communication and contact and will seemingly disappear or vanish.
Much like the Big Five personality traits, these styles exists on a continuum. According to 2001 research published in Negotiation Journal by Wharton professor G. Richard Snell, having certain personality traits makes individuals more likely to adopt certain negotiation styles over others.
There are circumstances for every negotiation and style. Majority of articles on negotiation tells us to be collaborative, and to strive for “win-win” situations. But as said it depends on situation as well as other party collaborative characteristics (skew on agreeableness and open to experience) with which negotiator involved. As Parkinson points out, it’s very difficult to force yourself to be somebody you’re not. And not all situations necessitate a win-win outcome.
In one of the research paper by some professors said that accommodating negotiation approach work well when you are a vendor and negotiating with a user or customer. Therefore, that relationship with your customer is more valuable or important to you then the end result. A compromising, avoiding, and competing approach all can work when the stakes are small as well as when time is a limit.
As per one of the negotiation expert and a -professor, irrespective of what type of personality you have, there are few things which are critical for any negotiation to be successful – Credibility, Preparation & listening.
Therefore, considering above point, personality plays an important role example like being serious, being honest, be patient, judging intensity of situation and interest of another person etc. And I simply believe any style is not perfect style because every situation is not same and every individual or party is not same therefore, negotiation style would change.
I have one of the instances from my Professional life where you would find that almost all negotiation styles exist. But when I look it from the other party being a negotiator had Competitive negotiation style which I could not oversee and had ditched me many commitments.
Hence, as far as my personality is concern I give “Benefit-of-doubt” to every thing because here in family elder teach us do not trust everyone and think or check before you initiate.
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