Interactive Approach to Negotiating Styles Dependent on Personality Traits

Grabowska, Anna; Kozina, Andrzej

Abstract

Purpose: This study was of a theoretical character and aimed at presenting various descriptions of the interactions between all possible pairs of four well-known negotiating styles dependent on personality traits.

Methodology: This study was based on analysis of the interactions as well as authors’ experiences from their observations and analyses on human behaviors during numerous negotiations and role-play exercises arranged at the courses for practitioners. The stress was put on analyzing the interactions occurring between people representing both different and the same negotiating styles.

Findings: The attempt at describing such interactions was successful and promising for farther research. The concept constitutes a useful tool for analyzing human behavioral aspects of different types of business negotiations, within the process of their planning, conduct and evaluation. Nevertheless, the concept will be a subject of subsequent authors’ research, focusing on its improvement mainly by searching more precise features of negotiating styles and interactions between them.

Practical implications: The concept can be applied to analyze many real negotiation situations as well as within the experiment to be arranged by the authors to examine those interactions within the hundreds of pairs of negotiators solving particular case studies. Thus the description of such interactions can be treated as a specific hypothesis.

Originality: In general, the suggestion for solving complex, difficult and essential issues of negotiating styles was presented but was rarely investigated in the literature on negotiations. In particular, an original concept of describing the interactions between those styles was suggested.

Keywords

business negotiations (1)mutual interactions (1)types of negotiating styles (1)negotiating style (1)

References

Albrecht, K. and Albrecht, S. (1993). Added Value Negotiating. The Breakthrough Method for Building Balanced Deals. Irwin, Homewood: Business One. [Google Scholar]
Błaut, R. (2000). Skuteczne negocjacje. Warszawa: Centrum Informacji Menedżera. [Google Scholar]
Casse P. and Deol, S. (1985). Managing Intercultural Negotiations: Guidelines for Trainers and Negotiators. Washington, DC: International Society for Intercultural Education. [Google Scholar]
Christopher, E.M. (1996). Negotiating Sills for Business. London: Kogan Page ltd. [Google Scholar]
Fisher, R., Ury, W. and Patton, B. (2000). Dochodząc do TAK. Negocjowanie bez poddawania się. Warszawa: PWE. [Google Scholar]
Kozina, A. (2012). Planowanie negocjacji w przedsiębiorstwie. Kraków: Wydawnictwo Uniwersytetu Ekonomicznego w Krakowie. [Google Scholar]
Lewicki, R.J., Saunders, D.M. and Barry, B. (2010). Essentials of Negotiation, 5th ed. New York: McGraw-Hill Publishing Co. [Google Scholar]
Mastenbroek, W. (1996). Negocjowanie. Warszawa: Wydawnictwo Naukowe PWN. [Google Scholar]
Rządca, R. (2003). Negocjacje w interesach. Warszawa: PWE. [Google Scholar]
Schoonmaker, A.N. (1989). Negotiate to Win. Gaining the Psychological End. Englewood Cliffs, New Jersey: Prentice Hall. [Google Scholar]
Sparks, D.B. (1993). The Dynamics of Effective Negotiation. A Win-win Approach To Getting What You Want. Houston: Gulf Publishing Company. [Google Scholar]
Thomas, K.W. (1976). Conflict and Conflict Management. In: M.D. Dunette (ed.), Handbook of Industrial and Organizational Psychology. Chicago: Rand McNally. [Google Scholar]
Warschow, T.A. (1980). Winning by Negotiation. New York: McGraw-Hill Book Company. [Google Scholar]

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APA style

Grabowska, Anna & Kozina, Andrzej (2016). Grabowska, A. , & Kozina, A. . (2016). Interactive Approach to Negotiating Styles Dependent on Personality Traits. Central European Management Journal, 24(1), 2-16. https://doi.org/10.7206/jmba.ce.2450-7814.161 (Original work published 2016)

MLA style

Grabowska, Anna and Kozina, Andrzej. Grabowska, A. , and A. Kozina. “Interactive Approach To Negotiating Styles Dependent On Personality Traits”. 2016. Central European Management Journal, vol. 24, no. 1, 2016, pp. 2-16.

Chicago style

Grabowska, Anna and Kozina, Andrzej. Grabowska, Anna , and Andrzej Kozina. “Interactive Approach To Negotiating Styles Dependent On Personality Traits”. Central European Management Journal, Central European Management Journal, 24, no. 1 (2016): 2-16. doi:10.7206/jmba.ce.2450-7814.161.

Copyright info

CC-BY-NC-ND

[1] Albrecht, K. and Albrecht, S. (1993). Added Value Negotiating. The Breakthrough Method for Building Balanced Deals. Irwin, Homewood: Business One. [Google Scholar]

[2] Błaut, R. (2000). Skuteczne negocjacje. Warszawa: Centrum Informacji Menedżera. [Google Scholar]

[3] Casse P. and Deol, S. (1985). Managing Intercultural Negotiations: Guidelines for Trainers and Negotiators. Washington, DC: International Society for Intercultural Education. [Google Scholar]

[4] Christopher, E.M. (1996). Negotiating Sills for Business. London: Kogan Page ltd. [Google Scholar]

[5] Fisher, R., Ury, W. and Patton, B. (2000). Dochodząc do TAK. Negocjowanie bez poddawania się. Warszawa: PWE. [Google Scholar]

[6] Kozina, A. (2012). Planowanie negocjacji w przedsiębiorstwie. Kraków: Wydawnictwo Uniwersytetu Ekonomicznego w Krakowie. [Google Scholar]

[7] Lewicki, R.J., Saunders, D.M. and Barry, B. (2010). Essentials of Negotiation, 5th ed. New York: McGraw-Hill Publishing Co. [Google Scholar]

[8] Mastenbroek, W. (1996). Negocjowanie. Warszawa: Wydawnictwo Naukowe PWN. [Google Scholar]

[9] Rządca, R. (2003). Negocjacje w interesach. Warszawa: PWE. [Google Scholar]

[10] Schoonmaker, A.N. (1989). Negotiate to Win. Gaining the Psychological End. Englewood Cliffs, New Jersey: Prentice Hall. [Google Scholar]

[11] Sparks, D.B. (1993). The Dynamics of Effective Negotiation. A Win-win Approach To Getting What You Want. Houston: Gulf Publishing Company. [Google Scholar]

[12] Thomas, K.W. (1976). Conflict and Conflict Management. In: M.D. Dunette (ed.), Handbook of Industrial and Organizational Psychology. Chicago: Rand McNally. [Google Scholar]

[13] Warschow, T.A. (1980). Winning by Negotiation. New York: McGraw-Hill Book Company. [Google Scholar]

Central European Management Journal