Negotiation style

 

Negotiation style

There are various participants with different styles and characteristics. However, we can adopt different methods based on their different styles and features. The goal is to reach consensus in the negotiations to achieve a real win-win situation. According to the different styles and characteristics of the negotiator, there are four types: Dominant, expressive, friendly, and analytical. Dominant type: avoid emphasizing win-win situations and adopt a sad attitude. 1. People with dominant negotiation styles have good expressions but are less emotional. Such a person has two characteristics: ◆ he is willing to give a speech and give orders. I like to speak and give orders, but I cannot tolerate errors at the same time. He does not care about others' emotions and suggestions when giving orders. ◆ Such a person is generally a decision maker, an adventurer, and a purposeful listener. If he does not speak, he must have his own purpose. He enjoys controlling the entire situation. All he does is to win, especially during negotiations. Such a person is calm, independent, and self-centered. This is a very important feature of a dominant person. 2. Demand and fear-dominated People also have their own needs and fears. What he needs is a direct answer and a lot of new ideas. He is more pragmatic and has never been a single-handed hacker. The dominant negotiator is most afraid of making mistakes and having no results. 3. There are several tips to get along with people like this: first, you must be prepared to speak in fact and tell the truth. It is best to prepare some summary as much as possible while preparing, and supplement it with some background information. Because such a person wants to get facts, he must use facts to talk to him. In the process of analyzing data, we must give a strong lecture. But he must never challenge his authority, because he is a dominant leader, a decision maker and authority. Do not challenge his authority. This kind of person is like a man with a strong edge and thinks that a man with a strong edge is right with him. However, he hates people telling him what to do. In the process of contact with a dominant person, we must adopt the "grief" policy. We can be weak. We should give two or three solutions to them. Because he hopes to have innovative ideas, we have more plans and more innovative ideas. At the same time, giving him two or three choices is also a respect for him and a guarantee of his authority. It should be particularly emphasized how to help him achieve his goal. However, we must not say that we can achieve a win-win situation, but that our solutions can help him achieve his own goals. Expression-quantified answer1.FeaturesExpressive people have a high degree of emotion and strong ability to express themselves. This kind of person is passionate, creative, emotional, optimistic, and idealistic for everything. He enjoys participation, communicates with others, and is afraid of being alone. He always pursues a pleasure in doing things and is willing to help others. Generally, such people do things in a less rational manner. They always do things in the east and west. In addition, most of these employees speak a lot. 2. People with expressions of demand and fear have their own needs and fears. What he needs is public recognition. He hopes to become a center of the public, and he is a star. Finally, he needs a democratic relationship. He is different from a dominant person. For a dominant person, if he has decided on how to do something, he must do it. Expressive people want to promote democracy and make decisions together. A expressive person wants to have the freedom to express his or her wishes. Others cannot restrain him. This kind of person is creative. He is not only willing to express himself, but also needs others to help him realize his creativity. What he fears most is losing everyone's consent. If everyone does not agree with him or ignores him, he will be very lost. 3. Get along with others. We must be energetic and energetic for expressive people. Because he is dynamic and constantly puts forward new and unique ideas. We can also give examples and evidence of his point of view. At the same time, we need to give him more time to talk, because he is willing to express himself, hope you have more opportunities to express yourself. In addition, because expression-oriented people do things in a lack of organization, we must confirm with them in writing when doing any work, and we cannot end up talking about it, the negotiation is gone. In addition, we should also pay special attention to the fact that psychological preparation is required, and expressive people may not necessarily do what they say. This is a very big feature of expressive people. Kind-build trust, pay attention to details 1. The characteristics of kind people have a low level of expression, poor ability to express, but the emotional level is very high, also known as kind. This type of person is good at maintaining interpersonal relationships with others. He is very loyal. He is a good man and is willing to care about others, like to deal with others, and very enthusiastic about others. This kind of person is patient and can help the emotional person to calm down. He does not like to take the initiative to do things. He is willing to stay in an old place and does not move forward. A kind person is very good as an audience member, but being a decision maker is troublesome because his decision is always slow. He does not like interpersonal conflicts. 2. A sense of security and a sincere appreciation for the needs and fears of people. He prefers traditional methods and programs, but he does not like big changes. He prefers stability, so his biggest fear is losing his sense of security and stability. 3. Get along with others. First, slow down the speed of speech when talking to others. He is very kind, kind, and very slow. Therefore, when communicating with him, he must slow down his speech speed and communicate with him in a friendly and informal manner. By providing personal help, you can establish a trust relationship with each other and consider every detail from the perspective of the other party. When discussing issues with him, pay attention to the human-related factors, which makes it easier for him to gain appreciation and gain a dominant position in negotiations. Analyticdb is passionate. 1. Analyticdb is characterized by poor expression ability and low emotion. It is a cold character. Such people are naturally fond of analysis and do not like to interact with others. When such a person encounters a problem, he must first collect a large amount of data for analysis. He will ask many detailed questions. Because he wants to understand these details, only in this way can he better analyze them. Such a person is often very sensitive. He prefers to have a large personal space where others should not infringe on him, so that he can analyze it quietly and pursue perfection and accuracy for everything. He likes organization, rules, and rules. For decision-making, such a person will be very cautious, because he will rely too much on materials and data. So it will be slower to work in this way. 2. Demand and fear analyticdb also have their own needs and fears. He needs security. His own "box" cannot be entered. He doesn't want a sudden change. Otherwise, he will be scared and panic. He wants stability. At the same time, he also hopes to be valued by others. Although he does not want others to be too close to him, he wants others to respect him and pay attention to him. This is what analyticdb personnel need. Analyticdb is also afraid of criticism and criticism. He is also afraid of chaos, because once the data and reports are in disorder, he cannot analyze them. At the same time, he was afraid that he would not be clear about what to do. The rules and regulations were not standardized. Finally, he feared new measures and methods, because these new measures and methods may lead to a chaotic situation. 3. Get along with others tips: for analyticdb users, they must respect their personal space needs, because they do not like others to disturb and have their own space. When doing things, we should not be too casual, official, and more orthodox and conservative in dress. When talking to him, you must set the facts to ensure their correctness. The information given to the other party should be more beneficial. Because the more information he gives, the better he will feel. When providing information and communication, we must make rigorous preparations and make every plan. When we communicate with him, we should try to slow down our speech as much as possible, but we should never be too friendly, do not please him too much, or enter his life, enter his territory, this will bring him some resentment and will inevitably have a greater impact on the negotiations. Instead of focusing on relationships with others, we need to focus our entire effort on reality. In this way, you can get along very well with him. There are different solutions for four different types of people. In view of their characteristics, their needs and fears, and make corresponding countermeasures to negotiate and communicate with them. Table 12-1 four different types of people and their countermeasures Type Special points Right strategy Analyticdb Poor expressive ability and low emotional level. I like to have my own private space. Respect his demand for personal space, do not do things casually, do things in public business, be more orthodox and conservative in dress, and set facts when talking with him to ensure its correctness, make careful preparations. Dominant type I like to give orders and will never tolerate errors. Do not care about others' ideas. Work is calm, independent, and self-centered. Be prepared to speak with facts. He cannot challenge his authority and adopt a mourning policy. As a weak person, two or three schemes can be provided for him to choose from. Friendly Low level of expression, poor ability to express, but very emotional, like to deal with others, treat others with enthusiasm, work more patiently. The speed of speech slows down and communicates with him in a friendly and informal manner. By providing personal help, you can establish a trust relationship with each other. Expression type High emotion and expressive ability. Passionate, creative, emotional, optimistic, everything is idealized. Enjoy participation. Relatively less organized. Be energetic. We must constantly propose new and unique ideas. Give him more time to speak and confirm with him in writing when doing his work. The so-called "emotional account" is used to create an account for an emotional relationship. It stores an indispensable trust in interpersonal relationships, that is, a sense of security to get along with others. Negotiation is a process of exchange. We dare to take out our things and exchange with others because we trust each other and have a sense of security. Therefore, you must create personal accounts for yourself emotionally. There are 6 types of content that can be stored. ◆ Learn more about others and show less about yourself. ◆ Clarify expectations and clarify the content we hope. ◆ Pay attention to the details. ◆ Emotional deposits must be sincere and upright. Anyone is willing to deal with honest people and sign contracts with them. ◆ Keep your promise. Once you make the promise, you must do it. ◆ Dare to admit mistakes, do not hide them, and dare to apologize to the other party. This will often be respected by others. The more deposits these six types of deposits are stored in the emotional account, the more favorable the deposit will be during the negotiation. If you are rude, scornful, threatening, or untrustworthy, your balance in your emotional account may be reduced, or even overdrawn. At this time, our interpersonal relationship will also trigger an alarm. Once interpersonal relationships trigger an alarm, negotiation will fail and a win-win situation will not be possible. [Self-check] what should you do if you encounter a competitor who prefers to focus on yourself, give orders to others, and control others? @________________________________________________________________________________________________________________________________________________________________

 

Negotiation style