6 Pages Posted: 28 Jul 2007
This article discusses the three major negotiating styles and their impact on bargaining interactions. The first is the Cooperative/Problem-Solving style in which the participants are entirely open with each other, and work to achieve fair agreements that maximize the joint gains they achieve. The Competitive/Adversarial style involves persons who are less open and strive to maximize their own returns. The third approach involves the Competitive/Problem-Solving style in which negotiators seek generous returns for themselves, but also work to maximize the joint returns achieved by both sides. Studies show that over half of Cooperative/Problem-Solvers are considered by their peers to be effective negotiators, while fewer than 25 percent of Competitive/Adversarial negotiators are. When one examines the primary goals of Cooperative/Problem-Solvers, it becomes clear that some are wolves in sheep's clothing, since their second objective is to maximize their own returns. This is what makes many of these individuals Competitive/Problem-Solvers: they have a competitive objective, but work to maximize the joint returns achieved by the negotiating parties.
Keywords: Negotiator Styles, Bargaining Efficiency, Negotiator Performance
JEL Classification: K40
Suggested Citation: Suggested Citation
Craver, Charles B., Negotiation Styles: The Impact on Bargaining Transactions. Journal of Dispute Resolution, Vol. 48, April 2003; GWU Legal Studies Research Paper No. 328; GWU Law School Public Law Research Paper No. 328. Available at SSRN: https://ssrn.com/abstract=1003448
By Katja Funken