Chapter 3

Selecting Your Negotiating Style

It’s a well-known proposition that you know who’s going to win a negotiation: it’s he who pauses the longest.

—Robert Holmes

Regardless of their past experiences, people prefer one approach or the other to negotiations. Over the years, they 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 ...

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