TYPES OF NEGOTIATORS

TYPES OF NEGOTIATORS

SARAH BAL

A2305210029

A “Negotiator” is someone who specializes in mediating agreements between two or more parties. Most negotiators represent a particular party involved, rather than acting as purely neutral mediators.

The Goal of a negotiator is to reach an agreement which will be mutually agreeable and satisfactory for all parties. Although he or she may represent a specific party in a dispute, this does not mean that the negotiator is only interested in achieving this party's interests and goals, as a good negotiator recognizes that a mutual agreement will be beneficial in the long term by preventing acrimony.

Negotiators can be of different styles such as accommodating, avoiding, collaborating, competing or compromising.

Individuals can often have strong dispositions towards numerous styles. The style used during a negotiation depends on the context and the interests of the other party, among other factors. In addition, styles can change over time.

There are three basic kinds of negotiators: 

Ø  SOFT NEGOTIATORS

Ø  HARD NEGOTIATORS

Ø  PRINCIPLED NEGOTIATORS

SOFT NEGOTIATORS:

These people see negotiation as too close to competition, so they choose a gentle style of bargaining. The offers they make are not in their best interests, they yield to others’ demands and avoid confrontation.

They maintain good relations with fellow negotiators. Their perception of others is one of friendship and their goal is agreement.

They do not separate the people from the problem but are soft on both. They avoid contests of wills and will insist on agreement, offering solutions and easily trusting others and changing their opinions.

HARD NEGOTIATORS:

These people use contentious strategies to influence, utilizing phrases such as “this is my final offer” and “take it or leave it.” They make threats, are distrustful of others, insist on their position and apply pressure to negotiate.

They see others as adversaries and their ultimate goal is victory.

Additionally, they will search for one single answer and insist you agree on it. They do not separate the people from the problem (as with soft bargainers) but they are hard on both the people involved and the problem.

PRINCIPLED NEGOTIATORS:

Individuals who bargain this way seek integrative solutions, and do so by sidestepping commitment to specific positions. They focus on the problem rather than the intentions, motives, and needs of the people involved. They separate the people from the problem, explore interests, avoid bottom lines and reach results based on standards (which are independent of personal will).

The ultimate goal is good agreement.

They base their choices on objective criteria rather than power, pressure, self interest, or an arbitrary decisional procedure. These criteria may be drawn from moral standards, principles of fairness, professional standards, traditions and so on.

At last, I will conclude that the best type of negotiators are the one who result in a win-win situations for both the negotiating parties.