The Negotiator
CONTENTS
INTRODUCTION ………………………………………………………... .. 3
CHAPTER 1 Negotiation ………………………………………………….. 4
1.1 Definition ………………………………………………… . 4
1.2 Types ……..………………………………………………… 4
1.2.1 Distributive ..………………………………… 4
1.2.2 Integrative …………………………………. 5
CHAPTER 2 Negotiator …..………………………………………………. 6
2.1 Negotiator’s profile ..………………………………………. 6
2.1.1 General qualities …………………………….. 6
2.1.2 Negotiator’s temper …………………………. 6
2.1.3 Negotiator’s competence …………………… 7
2.1.4 Negotiator’s behaviour ……………………… 9
2.1.5 Negotiator’s motivation …………………….. 9
CHAPTER 3 Negotiation styles …………………………………………… 10 3.1 Negotiating styles …………………………………………… 10 3.2 International negotiating styles ..…………………………… 12
CHAPTER 4 Conclusion …………………………………………………. 14
BIBLIOGRAPHY ………………………………………………………… 15
INTRODUCTION
The negotiator is someone who negotiates (confers with others in order to reach a settlement), a communicator (a person who communicates with others), a go-between, intercessor, intermediator, mediator (a negotiator who acts as a link between parties), a bargainer (negotiator of the terms of a transaction), a compromiser (a negotiator willing to compromise), a holdout (a negotiator who hopes to gain concessions by refusing to come to terms), a representative (a person who represents others) and a settler (a negotiator who settles disputes). Therefore, in the present essay I tried to integrate the most important aspects of a negotiator as follows: In the first Chapter I offered some definitions of the negotiation process, then I listed the types of negotiation, that are distributive (the negotiation in which things are shared between the partners) and integrative (the negotiation where partners prefer to form relationship in order to meet the targets). In Chapter 2, I
INTRODUCTION ………………………………………………………... .. 3
CHAPTER 1 Negotiation ………………………………………………….. 4
1.1 Definition ………………………………………………… . 4
1.2 Types ……..………………………………………………… 4
1.2.1 Distributive ..………………………………… 4
1.2.2 Integrative …………………………………. 5
CHAPTER 2 Negotiator …..………………………………………………. 6
2.1 Negotiator’s profile ..………………………………………. 6
2.1.1 General qualities …………………………….. 6
2.1.2 Negotiator’s temper …………………………. 6
2.1.3 Negotiator’s competence …………………… 7
2.1.4 Negotiator’s behaviour ……………………… 9
2.1.5 Negotiator’s motivation …………………….. 9
CHAPTER 3 Negotiation styles …………………………………………… 10 3.1 Negotiating styles …………………………………………… 10 3.2 International negotiating styles ..…………………………… 12
CHAPTER 4 Conclusion …………………………………………………. 14
BIBLIOGRAPHY ………………………………………………………… 15
INTRODUCTION
The negotiator is someone who negotiates (confers with others in order to reach a settlement), a communicator (a person who communicates with others), a go-between, intercessor, intermediator, mediator (a negotiator who acts as a link between parties), a bargainer (negotiator of the terms of a transaction), a compromiser (a negotiator willing to compromise), a holdout (a negotiator who hopes to gain concessions by refusing to come to terms), a representative (a person who represents others) and a settler (a negotiator who settles disputes). Therefore, in the present essay I tried to integrate the most important aspects of a negotiator as follows: In the first Chapter I offered some definitions of the negotiation process, then I listed the types of negotiation, that are distributive (the negotiation in which things are shared between the partners) and integrative (the negotiation where partners prefer to form relationship in order to meet the targets). In Chapter 2, I
Bibliography: BOOKS: 1. Bocean Claudiu George, Tehnici de negociere in afaceri, Editura Universitaria, Craiova, 2008. 2. Botezat Elena Aurelia, Tehnici de negociere, Editura Universitatii din Oradea, Oradea, 2003. 3. Chiriacescu Adriana, Comunicare in procesul de negociere si formarea negociatorului de afaceri, Editura A.S.E. , Bucuresti, 1999. 5. Dawson Roger, Secretele negocierii: arta de castiga in orice situatie, Editura Polirom, Iasi, Bucuresti, 2007. 6. Hiltrop Jean M., Arta de negociere: procesul de negociere, negocierea interpersonala, cultura negociatorului, greseli comune, Editura Teora, Bucuresti, 1999. 7. Lewicki Roy J., Arta negocierii in afaceri, Editura Publica, Bucuresti, 2008. 8. Mecu Gheorghe, Tehnica negocierii in afaceri, Editura Genocid, Bucuresti, 2001.