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Business
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We must separate the problem from the person.
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Negotiation is a process by which two or more persons with some common and different objectives gather to reach an agreement.
We can identify several negotiation styles:
Tough Negotiator
? Is result oriented
? Must win at any cost
? Sees the deal as a war in which anything is valid
? Is evil: the objective justifies the means
? The victory is not enough: not just win, also “humiliateâ€
? Suspects from everyone; everyone is an enemy
Soviet Negotiator
? “Mine is mine, yours is negotiableâ€
? Cuts with the negotiation paradigm: get something without giving back anything
? First he retains something from the target; then negotiates the exchange of what he retained for what he wants (is a way to gain power)
? Uses the “Perceptual Contrastâ€: when the deal is almost closed, goes back at the last minute (also called "last bite")...
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