432-Aug. 30 slides

432-Aug. 30 slides - Negotiating Style Self Assessment...

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Negotiating Style Self Assessment Purpose: to help you identify your personal negotiating style There’s no time limit for completion When you’ve completed p. 3, close your instrument When everyone has finished p. 3, we’ll proceed to the interpretation guide
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Negotiation Styles You tend to use one or two styles more than others because of: Background, upbringing (habit) Environment Job responsibilities/position Communication/social skills Past experience – use what works Cultural norms Effective negotiating styles are determined by: Your skill, and
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       5 Basic Negotiation Styles Avoiding Accommodating Competing Compromising Collaborating
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Avoiding “I’ll think about it tomorrow” Avoiding can mean that you’re stalling on an issue, or ignoring it Avoiding skills ü Ability to withdraw ü Sense of timing ü Able to leave things resolved
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Uses of Avoiding Style Avoiding style is useful in the following situations: ü Issues of low importance ü Reducing tensions ü Buying time ü Low power/control ü Allowing others to handle Overuse of Avoiding may result in: ü Lack of input from you ü Decisions made by default ü Issues fester
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Accommodating “It would be my pleasure” Accommodating style is one where you forgo your own concerns in order to satisfy the concerns of the other party Accommodating skills ü Sacrifice ü Selflessness ü Ability to yield
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Uses of Accommodating Style Accommodating style is useful in the following situations: ü Showing reasonableness ü Developing performance ü Creating good will ü Keeping the peace ü Issues of low importance Overuse of Accommodating style may result in: ü Ideas get little attention ü Restricted influence ü Loss of contribution
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Compromising “Let’s make a deal” Compromising is finding a middle ground; splitting the difference Compromising skills ü Finding a middle ground ü Making concessions ü Assessing value
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This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.

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432-Aug. 30 slides - Negotiating Style Self Assessment...

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