Negotiating is something we do daily with the people around us, so it is convenient to bring knowledge of this matter to our day to day and make our lives easier. We try to focus these areas towards practical utility so that we have more control and do not play at a disadvantage.
In short, negotiation tries to pursue smarter solutions in our personal and professional life. The negotiation is not just a deal between two executives in suits that close a multi-million dollar agreement. The opportunity to negotiate is presented in many cases of everyday life. We discuss with adults, youth and children, depending on the moment. There are several examples: what movie to choose from a group of friends; have a dog at home; marry for the Church or for the civil ... We find countless situations from which we can take advantage of and persuade the other to reach agreements that satisfy us.
Before starting, it should be clarified that these five types of negotiation will be defined based on two variables: cooperation and assertiveness.
We understand by cooperation the degree of collaboration and partnership to achieve a goal that satisfies both parties at the same time. With respect to assertiveness, we understand it as a congruent and direct communicational behavior that transmits the message in a balanced way.
It is characterized by having a high degree of assertiveness, but at the same time offers very little collaboration. In other words, he says things clearly but admits little dialogue. Surely you found yourself in this situation when your mother told you to eat the lentils and there was nothing more to talk about.
This way of negotiating is that of someone who seeks to satisfy their wishes even at the expense of other people. Therefore, the area of possible agreements is very limited in these cases.
In practice, it should not be seen as something negative by itself. There will be times where we have to set our limits and not be flexible. In this case, assertive communication will help us to establish this limit and not end up pressuring against our will.
It is a type of assertive and cooperative negotiation at the same time. Try to negotiate taking into account the needs of the other and seeks to reach a satisfactory agreement for all parties. For this, it communicates a coherent message that makes its position clear but is willing to actively listen to other ways of solution.
This style interests us especially because it is key in the mediation processes. And not only in mediation but in all those in which we have the opportunity to build good alternatives for all.
This is really the style that suits us because it is suitable for most situations in our lives. The fact of the existence of several different points of view should be perceived as an opportunity. An opportunity to open the mind and build on positive. This attitude is especially present in the figure of the transformational leader.
In addition, this type of negotiator ensures in this way to maintain a good personal relationship with the other party. Empathy is valued when it is sincere.
It is at an intermediate point between assertiveness and cooperation. Quickly search for a minimum agreement for all parties. The disadvantage is that the opportunity to explore all points of view with intensity is lost. It does not seek to build something better, but conformity that allows progress.
On the other hand, it can be accurate for:
• Temporary agreements on complex issues.
• Agreements between people of similar power (without a hierarchy of power).
This negotiator is neither assertive nor collaborative. This person avoids striving to find a solution, neither for himself nor for others. Avoid conflict with phrases like “I don't care ", since you have no special interest in the subject.
Like all styles, it has its practical application in some situations. For example, we can meet a group of friends deciding a movie to watch at the cinema. While everyone discusses, when asked, the evasive answers: " I don't care ." For him, the important thing is to be with his friends and he might not really care what movie they are going to watch.
Other forms of utility in this way of "negotiating" are:
• Postpone the conflict.
• The need to gather more information.
• The low importance of the matter to be addressed.
This negotiator uses a less assertive but very cooperative method. This person prefers to satisfy the wishes of others before theirs. Decide to use the phrase “whatever you want " rather than defend or argue your own preferences.
Although it seems strange, this way of negotiating also has its usefulness, like all. Despite its negative dyes, at first sight, it can be used to show generosity, to create moral debts or to care for future relationships.
As we have seen, opportunities to negotiate effectively are presented to us every day, which is why it is so important to know the subject and take advantage of it. The good negotiator is the one who identifies the circumstances and knows how to adapt to them.