Negotiating to Win: A Practical Guide by Sorin Dumitrascu

Author:Sorin Dumitrascu [Dumitrascu, Sorin]
Language: eng
Format: mobi
Published: 2017-04-16T00:00:00+00:00

BEHAVIORAL STYLES

Behavioral styles

"To know what people really think, pay regard to what they do, rather than what they say." --Rene Descartes

Behavioral styles go hand in hand with negotiating styles. Behavioral styles indicate how people approach relationships and situations in general. In this topic, you'll learn about:

• the importance of behavioral styles,

• the common behavioral styles.

Why pay attention to behavioral styles? A person's behavioral style--your counterpart's, team member's, or your own--indicates his or her normal mode of action. A style will indicate patterns of response and viewpoints that can be valuable in negotiation. It's important to remember that styles are not something set in concrete, nor does a person always act in accordance with a given style. People will use different styles depending on the situation.

Erica was a born leader. She was class president in high school and now ran her own company. Although a leader, she often encouraged others to take the leadership role. She had learned to shift her behavioral style to meet the situation at hand.

A person's style is learned through trial and error, history, and experience. A behavioral style is well-embedded in a person's being. There are really as many styles as there are people. But generally speaking, behavioral tendencies can be grouped into four basic styles. These are:

• Leader,

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