CHAPTER 3
Identifying Your Negotiating Style
A winner is a dreamer who never gives up
—Nelson Mandela
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, prior to entering ...
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