From the course: Strategic Negotiation
Join today to access over 22,600 courses taught by industry experts or purchase this course individually.
Choosing a negotiation style
- You should be deliberate when you enter a negotiation in choosing a specific style of negotiating. The way I encourage people to look at choosing a style is first understand the importance of the relationship. That relationship can have low importance, so somebody you're just meeting for the first time and you won't have an on-going relationship with them, or high importance, this is a strategic long-term relationship. The second thing you have to look at is the importance of the outcome of that specific negotiation, from low importance, there's not a lot of value on the table, to high importance, this means a lot of money for your organization or it's a high risk outcome. And what you end up with is a two by two matrix with four different negotiating strategies. In the lower left, the first strategy we put out is splitting the pie. This style means you have a low value of the relationship, you're not going to see this…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.