Posted on Oct 29, 2008 | Comments 0
Why is a negotiation style important? Although you may profess to be an expert with people, and think that you know how to interact with different types of people, do you actually know the importance of a negotiating style?
Do you know how advantageous it can be if you were to know all about your negotiating style, and learn how to gauge and assess others’? It is a fact that different styles must be used with different people: what can garner a guaranteed ‘Yes’ from one person may well lead to a deadlock with another individual.
Possessing an excellent negotiating style will not only help you in building up your work relationships, but will help you in your personal life as well, and help you to build up more productive and fulfilling relationships at work and elsewhere.
Negotiation styles can be different for men and women: Negotiation styles can be different for men and women, and even if you have spent hours preparing your presentation and perfected it, you may not be able to garner the success that would have been yours if you had prepared your negotiation style with an awareness of the difference between a man and a woman’s negotiation styles.
Although one cannot state that a woman is not as good a negotiator as a man, in more cases than not, this has been found to be true. In all probability, a woman is less competitive than a man, and this may result in the lack of results.
However, this will not mean that women lack leadership abilities, or that they lack skills; all it means is that women find it more difficult than men to claim the authority to lead; a study showed that while 57% of men negotiate their starting salaries, only 7% of women do the same.
There are innate differences between the negotiating styles of men and women.
- While men assume that women are accommodating, women assume that men are highly competitive and manipulative
- While women think that men are rational and logical, men think that women are emotionally intuitive
- While men assume that women are passive and more submissive than men, women think that men are more dominant as well as authoritative than women.
These may be stereotypical beliefs, but one cannot deny the fact that some of these beliefs seem ingrained in the interactions of men and women, and therefore interfere with negotiating styles.
- Men talk for longer periods of time than women
- Men interrupt more often than women
- Men use direct language, while women use rather subtle language
All negotiation styles vary with the individual, his or her knowledge, skills, and attitudes. No matter what the style, the expected end result is successful negotiation [Negotiation Skills], and in today’s highly competitive workplace, you would do better in your negotiations if you were aware of the different styles you can use, and adapt them to suit your gender and your experience and expertise.
Posted in: Negotiation Skills