How do you adapt your negotiation style to different contract scenarios?

1 Negotiation styles

Negotiation styles are the patterns of behavior and communication that people use in a negotiation. They can be influenced by personality, culture, experience, and context. There are four main negotiation styles: competitive, collaborative, accommodating, and avoiding. Each style has its strengths and weaknesses, and can be more or less effective depending on the situation and the relationship with the other party.

2 Negotiation preferences

Negotiation preferences are the personal tendencies and choices that people have in a negotiation. They can include the level of assertiveness, the degree of cooperation, the amount of information sharing, the type of communication, and the use of emotions. Negotiation preferences can also vary depending on the issue, the goal, and the expectation of the outcome. Negotiation preferences can affect how people perceive and respond to the other party, and how they approach the problem-solving process.

3 Assessing your style and preferences

Before you enter a problem-solving negotiation, it is important to assess your own style and preferences, as well as those of the other party. This can help you identify your strengths and weaknesses, and prepare for potential challenges and opportunities. You can use self-assessment tools, such as the Thomas-Kilmann Conflict Mode Instrument (TKI), to measure your preferred negotiation style. You can also use feedback, observation, and questioning to understand the style and preferences of the other party.

4 Adapting your style and preferences

Once you have assessed your style and preferences, you can decide how to adjust them to the contract scenario. Adapting your style and preferences does not mean changing who you are, but rather modifying your behavior and communication to suit the situation and the relationship. You can do this by matching the other party's style and preferences if they are similar to yours, or if you want to build rapport and trust. Alternatively, you can complement the other party's style and preferences if they are different from yours, or if you want to balance the power and influence. Lastly, you can modify your style and preferences if they are not working well, or if you want to overcome a deadlock or a conflict.

5 Applying problem-solving techniques

Adapting your style and preferences is not enough to achieve a problem-solving negotiation. To create value and reach a win-win solution, you should apply problem-solving techniques such as framing the problem as a joint challenge, exploring the interests, needs, and concerns of each party, generating multiple options and alternatives, evaluating the options and alternatives based on objective criteria, and building commitment and trust. Doing so will help you reach a successful outcome.

6 Practicing problem-solving negotiation

The best way to improve your problem-solving negotiation skills is to practice them in different contract scenarios. You can use case studies, simulations, role plays, or real-life situations to test your style and preferences, and to apply the problem-solving techniques. You can also seek feedback, coaching, or mentoring from others who have more experience or expertise in problem-solving negotiation. By practicing problem-solving negotiation, you can enhance your confidence, competence, and creativity in finding mutually beneficial solutions for any contract.