Introduction This chapter take a look at two models of negotiation style Warner’s Aronoff and Wilson’s Page 2
Warner’s Style ModelCommunication analyst Jon Warner has developed amodel ofnegotiation styles that is based on emphaty and energy Empathy the ability to emotionally connect with other Warner Voice volume, Verbal Energy speak faster Energy Non-Verbal Eye Energy contact, gestures Page 3
The diamond shaped yellow shaded area suggests how much ofeach quadrant issued by the most effective negotiators. this is only a Page 4 4suggested and averaged shape.
Aronoff and Wilson’s Style ModelModel of Negotiation Styles Based on Eleven Personality VariablesAbasement Self-blaming, surrendering, apologizing, confessing, atoning, complying, accepting punishment.Dependency Seeking aid, protection, sympathy/help, fearing the loss of a powerful protectorApproval Admiring, emulating, cooperating with, yielding, eagerly to and willingly serve leaderAuthoritarianism Holding to conventional values, being hostile toward others, stereotyping others, holding antidemocratic attitudes, being submissive and uncritical towards authority.Order Carefully structuring events by directly imposing order on interpersonal relationship, the self/the world.Affiliation Interacting with others, establishing intimate equal involvements with others in mutually relationshipDominance Establishing self-worth through demonstrations of directing, influencing and persuading others.Nurturance Establishing self-worth by responsible caring for the successful development of persons, generations, institutionsRecognition Establishing self-worth through personal displays that gain admiration, respect, praise and prestige from othersAchievement Establishing self-worth through successful competition with standards of excellence in the pursuit of task-oriented activity Page 5
Aronoff and Wilson’s Style Model cont’dAronoff and Wilson’s analyze the approaches different individuals willhave to negotiation situationsin bargaining process or in the approaches to information use, whishmeans various approaches to problem solving, framing arguments, andresponding to new data and events in the negotiations process.It also possible to analyze the personality in terms of negotiation style,based on whether individual choose to maximize their own or jointoutcomes. Whether they are prone to reveal or conceal facts andemotions. Page 6 6
Bargaining Stance Firm Yielding Rigid Abasement Dependency Order ApprovalTechniques of Information Dominance Authoritarianism Use Recognition Flexible Machiavellianism Affiliation Achievement Nurturance Page 7 7
Aronoff & Wilson’snegotiation style provide other insight : The Authoritarian personality : While notorious rigid in problem solving and coping with new circumstances, can be surprisingly yielding in negotiations. The Abasement personality : May be self sabotaging as a negotiator, working in a variety of conscious and unconscious way to evoke dissatisfaction and irritation from other. The Nurturance Personality : While consider new information, may not be open enough to move within the dynamics of the negotiation process Page 9 9