ABSTRACT
Everyone has a different negotiating style, and the behaviours they display can have a big impact on the negotiation and how it is resolved. This chapter looks at the differing styles – Red, Blue and Purple – and asks how you, as a negotiator, fit in to those styles. The effects of interaction with different styles of negotiator are discussed along with dealing with difficult negotiators. The negotiator’s dilemma is used to help understand the problems and outcomes faced by behaving as Red or Blue. Advice on how to behave for the most effective outcome, in any given circumstance, is also given in this chapter.
