Vocabulary【Negotiation Styles】
Because people have different negotiating styles, it can be hard to predict how the other party will act in a negotiation.
Knowing different negotiating styles will prepare you to negotiate successfully.
avoiding
Negotiators who have an avoiding style are often cautious and try to avoid conflict.
They don't immediately pursue their own interests, and let their counterpart control the negotiation.
accommodating
Accommodating negotiators focus on building and maintaining relationships with their counterpart.
Rather than pursuing their own interests, they are concerned with how to satisfy the needs of the other party.
accommodating: 與人方便的
compromising
Compromising negotiators look for the middle ground.
They will often make concessions in order to satisfy both parties' basic needs.
look for: 尋找
collaborative
Collaborative negotiators try to understand and cooperate with their counterparts.
They focus on solutions that satisfy the needs of both parties as much as possible.
competitive
Competitive negotiators are aggressive.
They focus on their own needs rather than maintaining a relationship with the other party.
Negotiating in a competitive way can lead to a fast agreement, but it can also lead to a fast deadlock.
Question
- An avoiding style works well when the negotiation is not important or when more information is needed.
- An accommodating style works well when the relationship with the other side is more significant than the negotiation.
- If one side is too accommodating, they may concede more than they need to.
- If you always use a compromising style...
> the other side may think you are weak - When might collaboration not work well?
> when the other side isn't interested in a win-win situation - We don't mind compromising and settling for less as long as the relationship remains strong.
- A collaborative style can be mutually beneficial because negotiators look for a win-win situation.
- She didn't like how aggressive he was when he kept trying to push her beyond her bottom line.
concede: 讓與宰衙，退讓
settle for: 勉強接受
