青岛农业大学外国语学院商务视听与谈判II课件 Chapter9.pptVIP

Chapter Nine Personal Styles vs Negotiation Modes One’s personality profile consists of all five modes Competing Collaborating Compromising Avoiding Accommodating Personal Styles vs Degree of Assertiveness and Cooperativeness (AC Negotiation Model) Competing Collaborating Compromising Avoiding Accommodating Assertiveness Cooperativeness High Low Mid Low Mid High Personal Styles vs Negotiation Modes A sketch of five styles Competing: high pressure; use ultimatum, sanction; offer little help Collaborating: show concern; trust; offer help; create new options Compromising: seek middle ground;