Putting It All Together
We have systematically considered three different stylistic issues in negotiation: motivational orientation (individualistic, cooperative, or competitive); approach (interests, rights, or power-based); and emotional style (rational/cool-headed; positive; or seemingly irrational). We have discussed the pros and cons of each stylistic issue. The key messages of this chapter are as follows:
Get in touch with your own style in an honest and straightforward way. If you still think you are out of touch, then ask someone else to appraise you in an honest way, using the diagnostic tools presented in this chapter.
Know your limits and your strengths. We have seen that it is not better to adopt one particular style because each ...
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