Purchasing negociation

1) Assign each negotiation style and each negotiation mentality to a negotiation

strategy:

● Win / Win,

● Cost-Killer,

● One shot

STYLE NEGOTIATION

STRATEGY

MENTALITY THEORY

EXPRESSIVE ONE SHOT IMPERIALIST TRANSACTION COST

AMIABLE WIN/WIN PROGRESS LIMITED RATIONALITY

ANALYTICAL WIN/WIN WITHDRAWAL LIMITED RATIONALITY

DRIVER COST-KILLER IMPERIALIST TRANSACTION COST

2) Which of these styles and mindsets will be affected by: Transaction costs? Limited

rationality?

EXPRESSIVE ONE SHOT IMPERIALIST

We decided to link the expressive negotiation to the one shot strategy because both

of them are considered as short-term strategies, with no goal to build up a relationship

during the negotiation. With this kind of behaviour, the imperialist mentality comes naturally

as the negotiators may be aggressive in their words to get the best outcome since they do

not plan to work with the same person later on.

AMIABLE WIN/WIN PROGRESS

The amiable negotiation style is friendly, cooperative and reliable. It fits the progress

mentality because it’s turned towards the future. The amiable negotiator will be flexible and

open to the needs of change. This mindset and style will be affected by the limited rationality

because this negotiator will choose satisfactory rather than optimal solutions.

ANALYTICAL WIN/WIN WITHDRAWAL

The analytical style is laborious and gives importance to the details. To practice this

negotiation style, the negotiator has to be patient. The withdrawal mentality is perfectly

adapted to this style because being analytical requires patience and deliberations.

Respect is a request for this type of negotiation, if it does well, the results will be win/win as

the negotiation is made on critical points.

As deliberation is important in this negotiation style, Limited rationality does match.

DRIVER COST-KILLER IMPERIALIST

The driver style is individual, dominator and determined. It fits the imperialist mentality

because of his willingness to have the power in the negotiation, the driver is a negotiator

who only wants his success.

The only goal of the cost-killer strategy is to get the best

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