Practical Negotiating: Tools, Tactics & Techniques

Can I Change My Negotiating Style?

Yes! Your negotiating style is based on your overall behavior pattern in dealing with conflict. Behavior can change with conscious effort, by learning or enhancing the key skills that affect your negotiating style. Let’s look at a couple of examples:

Negotiator X
20	55	35	10	= 120
A/C	A/P	O/R	A/W

Interpretation: Negotiator X has an A score of 75 (A/C+ A/P) and a B score of 45 (O/R+ A/W). The 30-point difference indicates a strong tendency to push, or an aggressive/assertive style. By looking at the column score, we realize that Negotiator X tends to use an assertive/persuasive approach (A/P) more often than an aggressive/confronting approach (A/C). Even though Negotiator X is clearly a push-oriented negotiator, she tends to rely on a less confrontational approach and would likely not damage the relationship permanently.

However, if Negotiator X negotiates alone—without a partner to balance her push style—she might benefit from developing the key pull skills of questioning and listening.

Negotiator Y
5	45	53	17	= 120
A/C	A/P	O/R	A/W

Interpretation: Negotiator Y has an A score of 50 (A/C+ A/P) and a B score of 70 (O/R+ A/W). The 20-point difference indicates a tendency to pull or a collaborative/passive style. By looking at the column score, we realize that Negotiator Y tends to use an open/responsive approach (O/R) more often than an avoiding/withdrawing approach (A/W). Even though Negotiator Y is clearly a pull-oriented negotiator, he tends to rely on a more ...