Summary of Finding
Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way between the two positions seems fair. In using a compromising negotiating tactics, it is important to make sure you win the right things and lose the right things.
Negotiation Skills Plan Forward
In moving forward in improving my negotiation skills, I would first start by focusing on competing, since this is the furthers and least used by me. This is a complete 180 from my style and one would be a great addition in my negotiation arsenal. By working on this I believe it will help to gain confidence in my ability to maneuver in this manner and help to avoid defaulting to compromise or avoidance. I feel for me I the best learning approach is to situational practice with someone with that type of personality to gain experience at maintaining the tone and meter of an aggressive adversary. This way the next time I will need to negotiate in this manner, I will be better prepared. Once I have this mastered it would be an easy transition start integrating collaboration into my negotiation style.
Examples of how I plan to move forward in applying the 10 best practices in negotiations will be foremost to be better prepared. In the past if am often in a rush to make a meeting and therefore give myself little to now time to...