Unlocking Negotiation Success: Styles, Settlements, and Closing

Negotiation Styles and Features

Flexible and Cooperative Style

This style does not worry about the details and does not begin with very clear goals. Instead, it relies on defined negotiation, delegates easily, and often includes shared decision-making.

Flexible and Aggressive Style

This style is not interested in the details and has unclear goals. However, it tracks opportunities and delegates widely.

Negotiation Settlement Approaches

Analytic and Cooperative Approach

1. Cares about the details.
2. Is very well prepared and understands their position.
3. Seeks a defined sequence of events.
4. Is aware of their own side's needs, aims, and desires.
5. Analyzes the partner's strengths and needs, patiently addressing them.
6. Measures progress but may not be overly empathetic.
7. Is ready to help.

Flexible and Aggressive Approach

1. Preparation is not very deep; lacks many initial elements.
2. Does not take details into account.
3. Is not interested in a specific sequence.
4. Goals are unclear but are pursued.
5. Is open to considering new possibilities.
6. Is impatient, but in moderation.
7. Takes the negotiation as a personal challenge.

Phases of Negotiation

1. Preparation Phase: Includes client location, gathering customer information, customer approach, establishment of objectives, and determination of negotiation style and strategy.
2. Commencement Phase: Involves initial contact with the customer, product presentation, demonstration, and product testing.
3. Development Phase: Covers argumentation, understanding types of objections, handling objections, and managing the locking and unlocking of negotiations.
4. Closing Phase: Focuses on various closing forms and types of agreements.

Effective Negotiation Closing Techniques

• Direct Closure Assumption
• Closing with Improved Conditions
• Multiple Closing
• Closing with a Summary of Benefits
• Conditional Closing
• Trial Close (Testing Options)
• Opportunity-Based Closing

Group Dynamics in Negotiation

Cooperative Groups

In cooperative groups, the goals of separate individuals are united. There is a positive correlation among the consequences or achievements of their goals. An individual can also achieve their purpose if the rest do. Rewards are in direct proportion to the quality of group work.

Competitive Groups

In competitive groups, participants' goals are inter-related. There is a negative correlation between the consequences of their goals. An individual succeeds if the rest do not. This leads to more competition, where one is rewarded with the maximum and the rest receive less.

Individualistic Groups

In individualistic groups, there is no correlation between the attainment of participants' objectives. Each individual seeks their own benefit and is rewarded based on their own work and effort.