The Skill of Negotiating - Case Study Example

The skill of negotiating can be developed through constant practice and direct personal experience. The different negotiation styles are used by individuals depending on diverse factors such as personality or characteristics of the negotiating persons, the situation, and the objectives for negotiating. There are relatively enormous scenarios exhibiting the diverse styles (competing, avoiding, collaborating, accommodating and compromising) which can be assessed on their applicability and appropriateness in achieving the defined objectives.

A car dealer in Denver, Colorado pegs the price of a second-hand vehicle at a certain amount or level. Buyers, usually opt to negotiate to purchase that commodity at a lower price. For example, I was looking for a second-hand van to purchase. The car dealer offers the van for sale at $5000. I try to negotiate to purchase the van at a lower price, say $4000. The negotiation style most appropriately applied is the compromising style. Compromising usually requires that both people give up something in order to reach an agreement.

It seems fair because both sides win and lose. This style of conflict resolution is common. Unfortunately, neither person usually gets exactly what one wants. This can sometimes lead to angry feelings later.Since I wanted a lower price for the van, say $4000, then, this would immediately be relayed and the seller would immediately respond by their agreeing or disagreeing on the suggested buying price. The end result of a compromise agreement is a solution that is acceptable to both sides. We eventually ended up on agreeing at a price of $4500 for the van – which is a midpoint of the pegged prices.