Sidebar: Negotiating Styles

Recognizing your own negotiating style and that of the other party can help you anticipate his approach and avoid being hooked into an emotional response, says Lisha Wentworth of Ouellette & Associates. Here are the basic negotiation styles:


• Attacks; looks for control

Goal: To win


• Collaborates; looks for underlying problems

Goal: To reason together


• Nurtures the relationship; looks for fairness

Goal: To split the difference


• Conciliates; looks to smooth things over

Goal: To solve other people's problems


• Hides; looks for escape.

Goal: To avoid conflict

Copyright © 2003 IDG Communications, Inc.

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