Business Negotiation Style
Paper #1
I. Negotiation Style in Terms of My Personality
Prior to taking this course, I thought negotiators were either tough or soft, without much room in between. I believed that being tough meant being successful and that being soft meant giving others an unfair advantage by sacrificing your position. In reality, however, neither is the case.
In terms of my personality, my first thought was that I am somewhere between individualistic and competitive. I had considered myself to be somewhat of a tough negotiator because I knew I had a tendency to be stubborn and overly truthful in order to achieve my goals. As I gave the matter more thought, however, I realized that I could be somewhat cooperative as well, depending on the needs of the situation. I analyzed past negotiations and how my style has evolved. I remembered that I did try to be fair – so long as I could achieve my goals as much as possible, I was willing to give some concessions. In other words, I did not want to “win the battle but lose the war.”
II. Strengths and Weaknesses of My Style – Positive and Negative Outcomes
Being a tough negotiator - with more of an individualistic or competitive edge - can have both strengths and weaknesses that produce a variety of outcomes. During such discussions, it is important to concentrate on your goals and not get sidetracked by irrelevant issues. Your interests must remain paramount in order to survive in a competitive business world. On a positive note, these tactics can result in achieving your goals and (perhaps) develop a reputation for having sharp negotiating skills. The positive aspects, however, can be quickly overshadowed by the negative effects. A rigid and overly strong approach can just as easily backfire, as unyielding persistence will not score points with anyone. Although you may intend to give others the impression that you are a shrewd negotiator with a strong backbone, you...
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