Additional tip: After completing the gap analysis, try a role reversal exercise. Use the other side’s style as you practice the negotiation with a friend who will use your style. This will enable you to better understand the other side’s style.
Listed below are ten important traits of a person’s negotiating style and approach. Each trait demonstrates a wide range of variations, which can be organized along a continuum, as has been done below. With respect to each trait, indicate with an X where your own negotiating style and approach in business negotiation falls along each continuum.
|Goal: What is your goal in business negotiations: a binding contract or the creation of a relationship?||Contract |___|___|___|___|___| Relationship|
|Attitudes: What is your attitude toward negotiation: win/lose or win/win?||Win/Lose |___|___|___|___|___| Win/Win|
|Personal Styles: During negotiations, is your personal style informal or formal?||Informal |___|___|___|___|___| Formal|
|Communications: Is your communication style in negotiation direct (for instance, clear and definite proposals and answers) or indirect (for instance, vague, evasive answers)?||Direct |___|___|___|___|___| Indirect|
|Time Sensitivity: In the negotiation process, is your sensitivity to time high (for instance, you want to make a deal quickly) or low (you negotiate slowly)?||High |___|___|___|___|___| Low|
|Emotionalism: During negotiations, is your emotionalism high (that is, you have a tendency to display your emotions) or low (you hide your feelings)?||High |___|___|___|___|___| Low|
|Agreement Form: Do you prefer agreements that are specific (that is, detailed) or general?||Specific |___|___|___|___|___| General|
|Agreement Building: Do you view negotiation as bottom up (reach agreement on details first) or top down (begin with agreement on general principle)?||Bottom Up |___|___|___|___|___| Top Down|
|Team Organization: As a member of a negotiating team, do you prefer having one leader who has authority to make a decision or decision making by consensus?||One Leader |___|___|___|___|___| Consensus|
|Risk Taking: Is your tendency to take risks during negotiations high (for instance, your opening offer to sell is extremely high) or low?||High |___|___|___|___|___| Low|