Interactive Approach to Negotiating Styles Dependent on Personality Traits

• Authors: Anna Grabowska , Andrzej Kozina
• Languages of publication: PL EN

Abstracts

EN

Purpose: This study was of a theoretical character and aimed at presenting various descriptions of the interactions between all possible pairs of four well-known negotiating styles dependent on personality traits. Methodology: This study was based on analysis of the interactions as well as authors’ experiences from their observations and analyses on human behaviors during numerous negotiations and roleplay exercises arranged at the courses for practitioners. The stress was put on analyzing the interactions occurring between people representing both different and the same negotiating styles. Findings: The attempt at describing such interactions was successful and promising for farther research. The concept constitutes a useful tool for analyzing human behavioral aspects of different types of business negotiations, within the process of their planning, conduct and evaluation. Nevertheless, the concept will be a subject of subsequent authors’ research, focusing on its improvement mainly by searching more precise features of negotiating styles and interactions between them. Practical implications: The concept can be applied to analyze many real negotiation situations as well as within the experiment to be arranged by the authors to examine those interactions within the hundreds of pairs of negotiators solving particular case studies. Thus the description of such interactions can be treated as a specific hypothesis. Originality: In general, the suggestion for solving complex, difficult and essential issues of negotiating styles was presented but was rarely investigated in the literature on negotiations. In particular, an original concept of describing the interactions between those styles was suggested.

Keywords

EN

business negotiations;; negotiating style;; types of negotiating styles;; mutual interactions;; within negotiations

• Publisher: Akademia Leona Koźmińskiego
• Journal: Journal of Management and Business Administration. Central Europe
• Year: 2016
• Issue: 1
• Pages: 2-16

Dates

published

2016-03-`5

Contributors

author

Anna Grabowska

• Jagiellonian University

author

Andrzej Kozina

• Cracow University of Economics

References

• Albrecht, K. and Albrecht, S. (1993). Added Value Negotiating. The Breakthrough Method for Building Balanced Deals. Irwin, Homewood: Business One.
• Błaut, R. (2000). Skuteczne negocjacje. Warszawa: Centrum Informacji Menedżera.
• Casse, P. and Deol, S. (1985). Managing Intercultural Negotiations: Guidelines for Trainers and Negotiators. Washington, DC: International Society for Intercultural Education.
• Christopher, E.M. (1996). Negotiating Sills for Business. London: Kogan Page ltd.
• Fisher, R., Ury, W. and Patton, B. (2000). Dochodząc do TAK. Negocjowanie bez poddawania się. Warszawa: PWE.
• Kozina, A. (2012). Planowanie negocjacji w przedsiębiorstwie. Kraków: Wydawnictwo Uniwersytetu Ekonomicznego w Krakowie.
• Lewicki, R.J., Saunders, D.M. and Barry, B. (2010). Essentials of Negotiation, 5th ed. New York: McGraw-Hill Publishing Co.
• Mastenbroek, W. (1996). Negocjowanie. Warszawa: Wydawnictwo Naukowe PWN.
• Rządca, R. (2003). Negocjacje w interesach. Warszawa: PWE.
• Schoonmaker, A.N. (1989). Negotiate to Win. Gaining the Psychological End. Englewood Cliffs, New Jersey: Prentice Hall.
• Sparks, D.B. (1993). The Dynamics of Effective Negotiation. A Win-win Approach To Getting What You Want. Houston: Gulf Publishing Company.
• Thomas, K.W. (1976). Conflict and Conflict Management. In: M.D. Dunette (ed.), Handbook of Industrial and Organizational Psychology. Chicago: Rand McNally.
• Warschow, T.A. (1980). Winning by Negotiation. New York: McGraw-Hill Book Company.