Chapter 9 Personal Styles VS Negotiation Modes 个性类型与谈判模式 Personal style check and some findings 个性测试与结果 Personal styles vs negotiation modes个性类型与谈判模式 AC negotiation model AC模型 Communication Skills交际练习 In negotiation another decisive factor crucial to outcomes of negotiations is negotiators’ styles. A negotiator’s own personality, due to his background, level, _____experiences, may bring about unexpected and sometimes even result to negotiations. A party weak in power may gain and win final success of negotiation simply because of negotiators’ assertiveness, while a negotiator of_____ assertiveness may make things for his own party and give up possible gains. It is therefore essential for negotiators to understand their counterparts’ and possible linkage between one’s personal style and his customary action in . However, it is not unusual that quite a number of people in negotiation do not seem to have a good view of their personalities although they often stress the necessity of having a better comprehension of others’ . As a result of the , quite a few negotiators are to perceive the progress of a negotiation nor explain the result of the , a problem which can be resolved if they know more or less about their own profiles. A personal style check designed by K. W. Thomas and R H. Kilmann makes it feasible for those who want to find out their own personal styles. Personal style check and some findings 个性测试与结果 The check, according to degree of one’s assertiveness and cooperativeness in negotiation, divides personal styles into modes: competing, collaborating, compromising, avoiding and accommodating, arranged from assertiveness to____ assertiveness and highest to lowest . The results noted from the repeated checks have revealed the following findings: One’s personal profile consists of all five modes. However in the five modes, there is style which is primary and closest to one’s nature, and style which is backup to the primary one and the least likely styles. It can be inferred from the tests that people’s personalities are . In most cases, a person’s behavior is controlled by his style and in some other situations his actions can be explained by his styles. For instance, a person whose primary style is compromising often has ____ style as his backup one. Sometimes a person may unexpectedly turn to his least likely style and acts like a totally person. For example, a person of avoiding style or accommodating style may behave as a person of style, a situation which happens when the person is cornered or pressed too hard. One’s environment and background are by far the most important factors in molding one’s personality. For instance, American tend to be and most of Chinese (about 85%) are of and avoiding styles. The personal style check also reveals a shocking result----very few Chinese students (about 1%) are of style. The research result should be a warning to China’s education workers since cooperation has been regarded as an indispensable element in today’s economic development, therefore it is of significance that spirit of collaboration be advocated and among Chinese students. Personal styles vs negotiation modes个性类型与谈判模式 Please look at the following table and study the negotiation modes and their five related personal styles. The table exhibits the five personality styles connecting with negotiation modes from the aspects of approach, issues, information, condition, difference, strategy, solution, relation, time, request, and assistance. Competing style of persons tends to use high such as deadline, ultimatum and sanctions. They show concern to others’ interests and force the other party to surrender to their demands. As for collaborating kind of persons, as they are so named, is an outstanding feature in their negotiating activities. They show concerns and understanding to parties’ interests, difficulties and satisfactions, which explains the reason why they can information, others and help needed in negotiation. Seeking ground is the representative feature of compromising style. They cooperate with others on some items but to collaborate on other items. They treat assistance, information and trust as , hence they look for trades with others. “I won’t give you anything unless you can provide me with what I want.” is the typical feeling of compromising style. Avoiding style of persons is willing to cooperate with others nor do they____ their consent or objection openly. They resist passively often by____ excuses, or topics or the matters to others. People of accommodating style are the other extreme of competing style. They habitually to others’ desires and requests. Harmony is their motto. They____ hurting feelings, damaging relationship and disturbing peaceful atmosphere, so they try to be very helpful and a lot for others’ ideas. AC negotiation model AC模型 The model clearly shows the position of each personal style in the graph and their combination of different degrees of assertiveness and cooperativeness. Competing style and accommodating style are at the ends of assertiveness and cooperativeness. And avoiding style is neither nor , thus is the least recommended style for negotiations. Compromising style, corresponding its position, is inclined to take middle way and seeks between different people. Collaborating style combines degree of both assertiveness and cooperativeness and should be recommended as the suitable personal style for negotiations. Conclusion: The degree of a negotiator’s assertiveness and cooperativeness is determined by people’s . Assertiveness depends on and Stakes, as explained in the first chapter, are expressed as long-term or short-term interests or underlying desires and issues articulated for negotiation. Power, as explained in Chapter 7, is an estimate of the one may bring to induce the other to do something or them from doing something. The higher degree the stakes and power are, the assertive the negotiators are. It is foreseeable that when a negotiation becomes so crucial that any drawback will mean great losses, people involved will naturally appear firmer and tougher. The degree of assertiveness will accordingly. The combination of stakes and power assists negotiators making tactical decisions: adopting assertive stance or ____ high or ____ assertive stance. Cooperativeness depends on alignment of interests and relationship Alignment of interests means how much the two parties share common interests. When two parties share most of their common interests, the cooperation happens naturally. When two parties’ interests are in complete divergent, the chance of cooperation is . The reality is that negotiation parties’ alignment of interests can hardly be in complete convergence or divergence, but rather , otherwise there should be no negotiation happening. Relationship depends on between the two parties and negotiating atmosphere. Trust encourages cooperation, which is specified in Chapter 8. Mutual trust also contributes to sincere and open negotiation atmosphere, which in turn ____ cooperation between negotiating parties. Alignment of interests and relationship jointly determine negotiators’ of cooperativeness ranging form high, medium to low. Communication Skills 1. What would you say if you wanted to indicate that you had two topics to cover? introduce the second topic? propose a toast to your boss on reaching his 20th year in the company? toast a friend who’s just had a child? introduce a new subject for conversation? change the subject of conversation? check people understand you? 2. Translate the following situational dialogue into English 交货Delivery ( continued） 哦，我想有几件设备可能会超过这个体积。 要是这样的话，你方必须在合同生效后两个月之内交给我方超体积设备的草图。你们必须在得到我方确认后才能年开始生产这些设备。 得到你方确认需要多少时间？ 一般在收到你方草图后一个月就行了。 好的 还有一点。由于这笔交易是以离岸价成交的，我们要负责订仓位。但是在你方的报价中只是说欧洲主要口岸价。你们是否可以指定一两个交货港以便我们租船？ 恐怕我们目前难以指定某一特定的交货港，因为我们可能不只是在一个港口交货。 但是我方要求从一两个欧洲主要口岸交货，不然，我方在安排仓位时会很麻烦。 好吧，我们会在我方的最后交货时间表中告诉你方具体的交货口岸。 好的。 我们要求你方至少在我们的运输船到达交货港之前30天用传真告诉我方运输船的船名、预计到达的时间、船运公司的名称以及其他有关装船的信息。 我们当然会这样做的。 此外，我们希望在合同里加上这样一条：要是船只延误超过两个星期的话，买方应承担仓储费、保险费和我方所被搁置的资金的利息。 恐怕这一条太苛刻了，我们接受不了。首先，两个星期时间太短。你知道有许多因素会导致船期延误。其次，我方不能承担利息损失。我是否可建议我们在合同里这么写：要是运输船只延误超过一个月的话，从第31天起，买方应承担仓储费和保险费。 好的，我们接受。要是你方船只延误超过两个星期的话，卖方有权替买方安排运输，所有的费用由买方承担。 要是我们租船有困难的话，我们当然会要求你方的帮助，但是你们在这么做之前，应该得到我方的允许。 好的。关于交货，还有什么要谈的吗？ 我想主要的内容我们都谈了。我们今天就谈到这儿为止吧。 好的。我们下一次谈合同的其他条款。