A term used to refer to the manner in which a negotiator uses tactics is: Select one:
a. Approach.
b. Style.
c. Temperament.
d. Technique.
The correct answer and explanation is:
The correct answer is b. Style.
Explanation:
Negotiation style refers to the distinct manner in which an individual approaches the negotiation process. It encompasses the specific strategies, behaviors, and techniques that a negotiator uses during the interaction. Style influences how negotiators communicate, handle conflict, make decisions, and ultimately, reach agreements. There are several negotiation styles that can vary based on personal traits, cultural background, and experience. These styles often fall on a spectrum ranging from cooperative to competitive, and each style has its own set of tactics and approaches.
A collaborative or win-win negotiator typically aims for mutual benefits, seeking solutions that satisfy the interests of all parties. A competitive negotiator, on the other hand, might prioritize their own goals and aim for a more adversarial approach. A compromising negotiator might look for middle ground, while an avoiding negotiator might choose to withdraw or postpone decisions. These styles are shaped by individual preferences, objectives, and situations.
Tactics such as persuasion, active listening, questioning, and concession making can vary greatly depending on one’s negotiation style. A negotiator’s style may also be influenced by the type of negotiation at hand, whether it’s a simple transactional negotiation, a complex multi-party negotiation, or even a cross-cultural negotiation.
In contrast, terms like approach and technique may refer to specific methods or strategies used in a negotiation, but style refers to the overall manner in which a negotiator interacts with others and employs those methods. Temperament refers more to a person’s general disposition or emotional state, which may influence but does not define their negotiation style.