Task 6 Individual

► What is negotiation

In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem.

► What are the negatiation style? Explain!

There are five long-recognized styles of negotiating which characterize both approaches to resolving disputes or making deals and the default approach taken by each individual to negotiating.  These styles can be thought of as means for achieving negotiated outcomes as well as a categorization of individuals negotiating.

Avoiding

• Primarily concerned with avoiding intra-personal conflict
• Is useful when the the stakes of a negotiated outcome are not worth the investment of time or the potential for igniting conflict
• Characterized by sidestepping, postponing, and ignoring the issue or situation
• Effective when avoidance of the situation or issue does not greatly affect the relationship and short term task is not important to either party

Accommodating

• Primarily concerned with the relationship between the parties
• Easily gives the other side concessions in hopes of strengthening the relationship, but often gives away too much too soon
• Tend to neglect their own needs in favor of helping the other side get what they want
• Effective when long term relationship is important and short term task is not important

Compromising

• The style falling between accommodating and competing
• Useful when time is a concern or there is a strong relationship between the parties
• Requires concessions from both sides to find agreement
• Does not focus on legitimate or fair standards for settlement and instead utilizes “Meet in the middle,” or “Split the difference” solutions

Collaborating

• Focuses on using problem solving methods to create value and discover mutually satisfactory agreements
• Utilizes the creativity of both parties to find solutions to both sides’ interests
• Tend to be assertive about their needs and cooperative with the other side
• Effective when long term relationship is important and short term task is important

Competing

• Primarily concerned with achieving their own goals regardless of the impact on others
• Views negotiation as a win/lose rather than a problem solving activity
• Often utilize manipulative tactics such as attacks, threats, and other aggressive behavior to achieve their objectives
• Effective when long term relationship is not important and short term task is important