Strategy of Replying to a Business Negotiator of a Different Style
March 29th, 2010 Filed under: Uncategorized — Negotiation Author
As a result of different culture, accomplishment, and character and experience, negotiators often will show different styles and characteristics of the negotiations. Therefore, this requires the negotiators to take the appropriate strategies, based on the different negotiating styles of negotiators.
3.1 The strategies of replying to negotiators of four styles
According to the negotiators’ attitude in the table of negotiation, negotiators can be divided into four kinds.
3.1.1 The strategies of replying to negotiators of “hard-line type”
“Hard-line type” negotiators often show their arrogance, confidence and domineering in negotiations. The principle that negotiators deal with this kind is: avoid the cutting edge. Here, in addition to the “silent strategy”, “patient strategy”, “listen more and speak less strategy”, the following strategies can be used.
3.1.1.1 Take a soft approach to meet the other’s hard attitude strategy
Facing an aggressive type of hard-line opponents, one’s own can not make any response, just to wait and see move in the silent, and uses the patient “protracted war” to undermine each other’s spirit. When he is weak, one’s own counterattacks and becomes strong.
3.1.1.2 For commitment strategy
“Hard-line type” negotiators focus on the credibility. For that, he will carry out things that he has committed. Therefore, the negotiation resorts to all possible means to get a commitment from the other side. With these commitments, it means access to the favorable conditions for negotiations.
3.1.1.3 The replacement of the program strategy
A number of programs should be prepared before negotiation. When the original program can not be thrown out, it should be a timely replacement option. The strategy can not only have sufficient time to make one’s own to explore creative solutions to problems, so that negotiations can be proceeding smoothly. At the same time, it can also prevent one’s own side from accepting unfavorable conditions or losing one’s own interests in line with the conditions.
3.1.1.4 “Black-faced” strategy
The strategy is that the negotiation team is divided into two parts: some people play “bad cop”, some people play “white face” “Bad cop” is in tough; “white face” remain silent, observing each other’s response, thinking responses. When it appears to be tension, the “white face” comes forward to ease the situation: while discouraging their partners, they point out that the emergence of this situation has a lot to the other side, if the talks broke down, it will adverse to both sides, and finally suggest that the two sides have to do concessions. The strategy has played a hardware and software and rigid-flexible role.
