Mind and Heart of the Negotiator, Second Edition, The

Motivation-Approach-Emotion

The rest of this chapter focuses on three key dimensions of bargaining style: motivation, approach, and emotion. Our view is that basic motivations, such as self-interest or competition, drive behavior in negotiations, and that a negotiator can approach a negotiation with a focus on interests, rights, or power. Finally, the negotiator's emotions (or lack thereof) is also a type of bargaining style.

We will review each dimension and profile negotiators that characterize each style. Your job is to do an honest self-assessment of what your current negotiation style is. Chances are—if you are like most people—you will see your style as a little bit of each dimension, dependent upon the situation. However, most people tend ...