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Negotiation Styleby Renni Rengganis

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Introduction

This chapter take a look at two models of negotiation style

Warner’s

Aronoff and Wilson’s

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Warner’s Style Model

Communication analyst Jon Warner has developed amodel of

negotiation styles that is based on emphaty and energy

Warner

Empathy the ability to emotionally connect with other

Energy

Verbal Energy Voice volume, speak faster

Non-Verbal Energy

Eye contact, gestures

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The diamond shaped yellow shaded area suggests how much of each quadrant issued by the most effective negotiators. this is only a suggested and 'averaged' shape.

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Aronoff and Wilson’s Style ModelModel of Negotiation Styles Based on Eleven Personality Variables

Abasement Self-blaming, surrendering, apologizing, confessing, atoning, complying, accepting punishment.

Dependency Seeking aid, protection, sympathy/help, fearing the loss of a powerful protector

Approval Admiring, emulating, cooperating with, yielding, eagerly to and willingly serve leader

Authoritarianism Holding to conventional values, being hostile toward others, stereotyping others, holding antidemocratic attitudes, being submissive and uncritical towards authority.

Order Carefully structuring events by directly imposing order on interpersonal relationship, the self/the world.

Affiliation Interacting with others, establishing intimate equal involvements with others in mutually relationship

Dominance Establishing self-worth through demonstrations of directing, influencing and persuading others.

Nurturance Establishing self-worth by responsible caring for the successful development of persons, generations, institutions

Recognition Establishing self-worth through personal displays that gain admiration, respect, praise and prestige from others

Achievement Establishing self-worth through successful competition with standards of excellence in the pursuit of task-oriented activity

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Aronoff and Wilson’s analyze the approaches different individuals will have to negotiation situations

in bargaining process or in the approaches to information use, whish means various approaches to problem solving, framing arguments, and responding to new data and events in the negotiations process.

It also possible to analyze the personality in terms of negotiation style, based on whether individual choose to maximize their own or joint outcomes. Whether they are prone to reveal or conceal facts and emotions.

Aronoff and Wilson’s Style Model cont’d

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Bargaining Stance

Techniques of Information

Use

Firm Yielding

Rigid Abasement Dependency

Order Approval

Dominance Authoritarianism

Recognition

FlexibleMachiavellianism Affiliation

Achievement

Nurturance

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Cooperative Competitive

Revealing

Affiliation Dominance

Achievement Recognition

Nurturance

STYLE : INTEGRATIVE STYLE : ADVERSARIAL

Concealing

Dependency Abasement

Approval Authorotarianism

Order Machievellianism

STYLE : INTEGRATING STYLE : EXPLOITATIVE

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Aronoff & Wilson’s negotiation style provide other insight :

The Authoritarian personality :While notorious rigid in problem solving and coping with new circumstances, can be surprisingly yielding in negotiations.

The Abasement personality :May be self sabotaging as a negotiator, working in a variety of conscious and unconscious way to evoke dissatisfaction and irritation from other.

The Nurturance Personality :While consider new information, may not be open enough to move within the dynamics of the negotiation process

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