His research showed that people who have the same negotiation
style quickly understood each other and produced a “Good” outcome. Contrary to popular opinion the “Competitor” produced
more “Bad” outcomes than “Good” as most people thought they
were difficult. A “Problem-Solver” negotiation style produced
the best outcomes but is also the hardest to implement due to the complexity of most negotiations.
Finally if you don’t have a problem-solver negotiation style,
don’t worry. Effective negotiating is as much about attitude
as style. We can all learn, practice and adopt the habits of
the most effective negotiators:
A willingness to prepare
The patience to listen
A commitment to personal integrity
Activity - Vocabulary Exercise
Match the expressions from the text to their meanings in
this activity: Negotiation
Styles Vocabulary Matching. Or simply read it here:
Expressions from the Text
1. only one negotiation style that matters - the
only important thing
2. breakdown - stop working or functioning
3. commitment - a strong belief in an idea
4. cooperation - to work together with someone
5. explicit bargaining - when people openly discuss
6. how you will react - what you will do when
somebody does something
7. self-awareness - you understand and know about
8. under pressure - when somebody or something
is making you do something quickly
9. generate trust - create an environment where
someone believes you and you believe them
10. being natural - being yourself
11. fake - false, not real
12. to become aware - you know something or begin to
13. outcomes - results
14. make a compromise - an agreement where people accept
less than they wanted
15. resolve conflict - solve a potential problem between
16. make the pie bigger - to make a total bigger, so
that those who divide it both get more
17. contrary to popular opinion - the opposite idea
in comparison to the majority
18. the hardest to implement - the most difficult to
19. a willingness to prepare - the desire to prepare
20. commitment to personal integrity - you live your
life in respect to your personal beliefs or ideas
Expresiones del Texto
El mismo vocabulario de la lista de arriba.
1. only one negociación style that matters - el único estilo de
negociaciones que importa.
2. breakdown - dejar
3. commitment - compromiso
(con una idea)
4. cooperation - cooperación
5. explicit bargaining - negociaciones abiertas (tira y afloja)
6. how you will react - como reaccionarás
7. self-awareness - conocimiento sobre uno mismo
8. under pressure - bajo presión para hacer algo rápidamente
9. generate trust - crear un ambiente de confianza mutua
10. being natural - ser natural
11. fake - (falso, no real)
12. to become aware - tomar conciencia
13. outcomes - resultados
14. make a compromise - un acuerdo en el que ambas partes aceptan menos de lo que querían.
15. resolve conflict - resolver conflictos
16. make the pie bigger – aumentar el botín (literalmente, la
tarta) para que los que se lo repartan toquen a más.
17. contrary to popular opinion - una opinión
que se opone a la de la mayoría
18. the hardest to implement – la más
difícil de poner en práctica
19. a willingness to prepare - estar dispuesto a prepararse
20. commitment to personal integrity – compromiso
con la integridad personal o los principios personales
Negotiation Style Comprehension Quiz
Do you understand and remember the text? Test yourself!
Put the words in the correct order
With these examples using the main vocabulary points from the text.
Style Cloze Activity 1
Fill in the gaps with the correct words in this exercise.
(Email me your answers to email@example.com)
1. Do you think there are more or less than 5 common negotiation styles?
2. In your opinion, what type of people (negotiation style)
do you like to negotiate with? Why?
3. When have you been most effective in negotiations?
4. Describe your favourite negotiators?
5. In your sector which negotiation style is the most typical? Why?
6. Can you think of other habits of effective negotiators?
Translation of the text