CHAPTER 3

Selecting Your Negotiating Style

Problem solving is the skilled negotiator’s greatest asset.

—Melanie Billings-Yun

Regardless of their past experiences, people have a preference for one approach or the other to negotiations. Over the years, they would have dealt with individuals who showed aggressive behavior, who displayed a cooperative attitude, who settled their differences through an exchange of concessions, and who withdrew from the discussion altogether. A negotiator must know his or her preferred style of negotiation as well as that of the other party. This knowledge allows the negotiator to improve his or her preparation, including selecting the most appropriate negotiation style for the situation. As every negotiation is unique, ...

Get Creative Solutions to Global Business Negotiations, Second Edition now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.