Sometimes it is difficult to pin down the exact, observable behaviours that help you to express yourself and communicate effectively – some verbal, visual and vocal traits play a large part in effective communication.
NON-ASSERTIVE NEGOTIATORS
Verbal behaviour
• Apologises for options
• Doesn’t state needs at all
• “If you think so………….”
Non verbal behaviour
• Lack of eye contact
• Hesitates openly
• Quiet voice, dropping at end of sentence
• Nervous gestures – hands and face
Behaviours
• Concede too readily
• Doubt themselves and their own ability
• Worry about appearances
• Conform to the rest of the group
• Place little value on their own contributions
• Rely on others to make decisions
• Neglect their own concerns to satisfy others
AGGRESSIVE NEGOTIATORS
Verbal behaviour
• “You should…..”
• “Yes, but……….”
• “What, after everything I’ve done for you.”
Non verbal behaviour
• Glaring eye contact
• Pointing finger
• Rigid Stance
• Leaning forward to intimidate
• Arms crossed
Behaviours
• Place the blame on others
• Reject other people’s ideas
• Put down people and sneer at them
• Be suspicious and distrustful of compliments
• Aggressively pursue their own concerns
• Win at all costs
• Use any means to win arguments
SKILLED NEGOTIATORS
Actions
• Welcome and give constructive criticism
• Consult others
• Seek clarification
• Aim to resolve problems on a mutual basis
• Have an open approach to communication
• Actively seek a workable compromise
Key points for an assertive negotiation
• Be clear and honest with yourself about your needs and motives
• Use open questions to discover the needs of the other party
• Acknowledge the needs of the other party
• State your needs clearly and directly
• Ask for solutions as well as offering alternatives
• Concentrate on the problem, not the personalities
• Avoid personal attacks
EFFECTIVE BEHAVIOUR IN NEGOTIATING AND BARGAINING
Research in 1997 from the Huthwaite Institute examined the behaviours of 50 skilled negotiators and determined that there were certain types of behaviour and strategies that they displayed that aided the success of their negotiations. The table below lists some of these and compares them against those used by average negotiators:
| Averages | |||
| Skilled Negotiator | Average Negotiator | ||
| 1. Use of “Irritators per hour” of face-to-face negotiations | 2.3 | 10.8 | |
| 2. Frequency of counter-proposals per hour | 1.7 | 3.1 | |
| 3. % of Comments recognisable as “defending” or “attacking” | 1.9% | 6.3% | |
| 4. Average number of reasons given to support argument(s) (dilution effect) | 1.8 | 3.0 | |
| 5.Prior “labeling” of comments
- Comments other than disagreement - Disagreement |
6.4% 0.4% |
1.2% 1.5% |
|
| 6. Seeking Information as % of all communication | 21.3% | 9.6% | |
| 7. Number of comments as:
- Questions -Testing understanding - Summarising |
9.7 7.5 17.2 |
4.1 4.2 8.3 |
|
| xpressing “Feelings” % of all comments | 2.1 | 7.8 |
CONCLUSIONS
Average negotiators tended to irritate more; were more easily led into defending their positions; were 3 times more likely to attack; provided more reasons for their proposals; were much less willing or able to ask questions or summarise understandings or agreements. They were also more likely to be more emotional during negotiations and were more likely to show disagreement rather than keep the negotiation on a calm, neutral and level path.
