The flexibility of the master negotiator

✍ Scribed by Roy J. Lewicki; Alexander Hiam

• Book ID: 102391287
• Publisher: Wiley (John Wiley & Sons)
• Year: 2007
• Tongue: English
• Weight: 229 KB
• Volume: 26
• Category: Article
• ISSN: 1932-2054
• DOI: 10.1002/joe.20130

✦ Synopsis

Abstract

Negotiating to resolve conflicting objectives requires flexibility—the willingness and skill to change your approach to suit the situation at hand. The authors discuss five negotiating strategies and which to select based on the importance of the outcome and the relationship with the other person to you and your company. Adopting the best style— avoiding, accommodating, competing, collaborating, or compromising—for the situation may require overcoming your natural preference for one style as well as matching or mismatching the other person's preferred style. This article is reprinted from the authors' book, Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict (New York: Jossey‐Bass, 2006). Copyright © 2006 Roy J. Lewicki and Alexander Hiam.