Four Primary Negotiating Behaviors - Key Concepts in Negotiation

Sometimes, negotiations bring out the worst in people. After all, they are really conflict played out following a process and, we hope, in a respectful way. So, what can you expect? In this video, you'll learn about the four primary negotiating behaviors.
Watching this video is worth 1 Management Courses CPD Point.
(See below for more details)
This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation
Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
LESSON NOTES
1. Assertive behavior focuses on getting the best outcome.
Assertiveness is standing up for what you want and believe in, in a way that is respectful of other people’s rights.
Characteristic Behaviors:
• Confident and direct
• Collaborative
• Celebrates success
• Seeks and accepts feedback - accepts praise and criticism
• Owning up to mistakes and accepting responsibility
• Says what you think and feel
• And listening to other people
• Gives sincere praise and honest feedback
• Asks for help
2. Aggressive behavior focuses on beating the other person.
There is a need to win at all costs.
Aggressive behavior puts yourself ahead of other people.
Characteristic Behaviors:
• Demands, rather than asks
• Afraid to ask for help
• Happy to blame others
• Arrogant
• Intolerant
• Controlling – even abusive
3.Passive Behavior focuses on not getting hurt.
Passive behavior is submitting your own legitimate wants and needs to those of others.
Characteristic Behaviors:
• Afraid to disagree
• Feel guilty for saying no
• Difficulty in offering PoV, feedback
• Moaning and helplessness
• Apologetic and submissive
• Hard to ask for help
• Unwilling to take responsibility
4. Manipulative behavior focuses on making the other person feel bad while avoiding responsibility
It is Passive-aggressive behavior, which is aimed at making others feel bad, but in an indirect way, so the perpetrator can feel it’s not their fault.
Characteristic Behaviors:
• Hostility and bitterness
• Sarcasm
• Cynicism, pessimism
• Complaining – victim mentality
• Blaming others – resentful
• Manipulative and deceitful
• Often under-performs but ‘it’s not my fault’
• Disengagement – a sense of futility
RECOMMENDED EXERCISE
1. Think back over negotiations you have been involved in. What behaviors have you observed in the people around you? What affect did those behaviors have on the progress and mood of the negotiation? (2 MC CPD Points)
2. What about your behaviors? Be honest with yourself. Where have you fallen short? What triggered you to abandon assertive behavior for something less respectful and effective? (2 MC CPD Points)
3. What can you do, next time you feel tempted to slip into aggressive, passive, or manipulative behaviors, to help you remain assertive? (2 MC CPD Points)
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
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- If you also carried out all of the recommended exercises, score a total of 7 MC CPD points
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