Effective Negotiating for Leaders

March 16, 2012 | DR. BRAD MCRAE, ATLANTIC LEADERSHIP DEVELOPMENT INSTITUTE

Strong negotiating skills are required of most managers and leaders, regardless of whether they are managing a private or public sector organization. But no matter how well-prepared an individual might be when entering negotiations, it can all fall apart if negotiating style is overlooked. This article explores three factors that are critical to understanding your own and the other party's negotiating style, the effectiveness of various styles, as well as their combinations. The three styles analyzed include Cooperative, Competitive, and No Pattern. Understanding your negotiation style and that of the other party's is critically important as they pervade every aspect of the negotiation.