The Negotiator Magazine

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From a research perspective, like many others we greatly benefited from previous work by Blake and Mouton (1964) with their Dual-Concerns model. Their model focused on two concerns, on 'self and 'other' as our model will examine the two dimensions of assertiveness and cooperation.

Your negotiation style will be determined by your performance on the two key dimensions of assertiveness and cooperation. From our research, we have forulated a set of seven measurement items for each of the four styles.

This instrument then allowed us to measure and determine the different predispositions negotiators used and it allowed us to explain their style and the four styles in general.

Negotiating with Style

Avoiding style: as a stable trait on how to come to an agreement, which is characterised bv values and beliefs reflecting an unassertive and uncooperative orientation? This style is often used when the person does not want to engage in a meaningful negotiation. It is often seen in an environment when a junior person is negotiating with a senior manager;

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March 2005