Competitive Negotiating Style?
There is no one appropriate mode of negotiation. Rather, there is a range of negotiating styles and behaviours, each suited to a particular situation. Essentially there are three different styles of negotiation you can adopt either corporative, competitive or subordinate to it. A quick test can determine which style you prefer. Ask yourself, if I reach my goals, will the other party is somehow able to reach theirs? If your answer is yes, individual style is probably corporative. If your answer is no you’re properly adopted the competitive style.If you give in rather than risk conflict you most likely adopted the subordinative style.
The competitive style has its problems. It is easy to get caught up in the us and them syndrome or emotions become entangled in a polarised debate. Counterarguments, winning points and domination become more important than listening and weighing up arguments. Sometimes become more important than the subject being negotiated. In this style, tactics tend to be unsophisticated. They involve egos and loss of face. Many close personal relationships use this style of negotiating such as if you do that, leaf or if you don’t tidy room you won’t get the car on Saturday night. The problem with this style is that threats must be carried out at some stage or credibility will be lost. If someone calls your blog and you back down you won’t be taken seriously in the future. Threats also allow little room for manoeuvre in a polarised the parties. However if you are there to win and you have the guns, use them. If you have tremendously forceful and convincing personalities on your side, let them have their heads.
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