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The Art of Employee Negotiation

The Diplomats displayed level-headedness and good emotional control when dealing with difficult people. They also had good social skills, empathy, and problem solving ability. The Tactician came in second and showed signs of being able to dive deep into problems and ask all the right questions. Contrary to Diplomats they displayed an edgier side and were less personable. .
             The third most popular style was displayed in only 9% of the respondents was the Peacekeeper. Peacekeepers made every effort to understand their opponent's needs and went to great lengths to ensure fairness and integrity. Peacekeepers also displayed good social skills and amazing powers of persuasion. The last negotiating style was the Placater. At only 7% this group showed that tough negotiations were not their strong suit. The Placater's showed a lack of assertiveness to go toe to toe with the more experienced negotiators. Even though they may not be as advanced as the Diplomats or Tacticians they could hold their own in a less fierce negotiating style. The difference in negotiating styles outlined here prove that there are many different ways to view negotiating traits and how they maybe a hindrance or a help. Now that we have a basis for understanding with some of the different and dynamic negotiating styles we can discuss how those may fit into negotiating categories.
             There are two classic approaches to any negotiation strategy: distributive and integrative strategies (Marzec, 2013). Distributive negotiations usually center on a single issue and are considered to have a "zero sum" result. In distributive negotiations resources are limited and the task of dividing up a fixed amount of resources usually means that one party will lose out as the other wins. This is also known as "value claiming." In distributive or value-claiming negotiations, negotiators usually meet to exchange proposals, offers, and counter-offers.


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