ABSTRACT
Negotiations, like people, are unique and the different people who participate in negotiations will have different styles as to how they operate. This chapter explores three overarching stylistic approaches: competitive, co-operative or a combination thereof. Underpinning all negotiations are two key factors: the power dimension and the problem of self-interest. This chapter discusses a range of other important factors that should be considered when trying to understand the style adopted by a negotiator and the importance of adaptability and flexibility in conducting negotiations. A discussion of the different styles and their disadvantages is followed by suggestions for preparing your approach.
