Negotiation styles and mentalities to each negotiation strategy

Team Members： Xinran LIU, Yi LI, Jingyu WANG, Yujie CHEN,

      Negotiation styles and mentalities to each negotiation strategy:

      Win-Win:

The negotitation style of win-win is analytical, this clarify that both sides show their respect each other, and they are laborious and patient cause they demand high effective with their work. Also, they prefer to give important to detail to make sue every step during negetitation is correct and clearly. Moreover, they like deliberations in order to ensure maximum benefit for both sides. Also, they are more serious and critical on talking and making decisions.

All in all, they do not like any change without facts that can prove and support it.

The Mindset of win-win is progress, this means that both sides' motivations are sympathy, innoation and focus on teamework. They emphasize long decision-making and measured risks. And both of them looking for pleasured at work.

Cost killer:

Style: DRIVER

The negotiation style of cost-killer strategy is DRIVER. This is because people who use this stategy have an extremely clear goal, which is having the price. With a clear goal, it is easy for them to make decision very quickly, so they are decision-maker towards their goal. At the same time, they are very effective, as they have nothing else to consider but only decide based on the price. Still with their clear goal, they are very determined to having the price they want and will not be shaken by any other factor, this also means that they are also insensitive to other factors. Finally, to gain the price they want, these negotiators need to be mighty and show enough power, otherwise their interculators will disagree with what their conditions. In other words, sometimes the drivers need to be dominators to get what they want. All these characteristics show that in cost-killer strategy, negotiators are most likely to adopt DRIVER style.

Mindset: Imperialist

In Cost-Killer strategy, the negotiation mentality is most likely to be Imperialist. The negotiators in this strategy has only one clear goal to achieve, they are prepared to conquer any obstacles with an absolute power, so that they can have the best price. They are also not afraid of competition for their goal, and they want to be successful.

       One Shot:

       Style:DRIVER

In negotiations like One Shot, because it is a short-term transaction, and in order to ensure the maximum benefit, a very active style such as Driver must be adopted. This will give us the best opportunity to obtain maximum benefits and cost savings.

       Mind:IMPERIALIST

In short-term cooperation, we do not need to consider long-term consequences. Then in the negotiation process, the aggressive Mindset should be used to complete the planned plan, so as to achieve the success of the business plan.

Which of the styles and mindsets will be affected by transaction costs?

Transaction costs includes search and information, bargaining and decision,policing and enforcement

ANALYTICAL and DRIVER wil be affected by the transcation cost. We all want to get the low price to purchase and high price to sell. Effective, available in Driver and the gives importance to detail, serious, critical in ANALYTICAL may affect the transaction costs.

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