1. Negotiation Style
by Renni Rengganis
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2. Introduction
This chapter take a look at two models of
negotiation style
 Warner’s
 Aronoff and Wilson’s
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3. Warner’s Style Model
Communication analyst Jon Warner has developed amodel of
negotiation styles that is based on emphaty and energy
Empathy
the ability to emotionally
connect with other
Warner
Voice volume,
Verbal Energy
speak faster
Energy
Non-Verbal Eye
Energy contact, gestures
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4. The diamond shaped yellow shaded area suggests how much of
each quadrant issued by the most effective negotiators. this is only a
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suggested and 'averaged' shape.

5. Aronoff and Wilson’s Style Model
Model of Negotiation Styles Based on Eleven Personality Variables
Abasement Self-blaming, surrendering, apologizing, confessing, atoning, complying, accepting
punishment.
Dependency Seeking aid, protection, sympathy/help, fearing the loss of a powerful protector
Approval Admiring, emulating, cooperating with, yielding, eagerly to and willingly serve leader
Authoritarianism Holding to conventional values, being hostile toward others, stereotyping others, holding
antidemocratic attitudes, being submissive and uncritical towards authority.
Order Carefully structuring events by directly imposing order on interpersonal relationship, the
self/the world.
Affiliation Interacting with others, establishing intimate equal involvements with others in mutually
relationship
Dominance Establishing self-worth through demonstrations of directing, influencing and persuading
others.
Nurturance Establishing self-worth by responsible caring for the successful development of persons,
generations, institutions
Recognition Establishing self-worth through personal displays that gain admiration, respect, praise and
prestige from others
Achievement Establishing self-worth through successful competition with standards of excellence in the
pursuit of task-oriented activity
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6. Aronoff and Wilson’s Style Model cont’d
Aronoff and Wilson’s analyze the approaches different individuals will
have to negotiation situations
in bargaining process or in the approaches to information use, whish
means various approaches to problem solving, framing arguments, and
responding to new data and events in the negotiations process.
It also possible to analyze the personality in terms of negotiation style,
based on whether individual choose to maximize their own or joint
outcomes. Whether they are prone to reveal or conceal facts and
emotions.
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7. Bargaining Stance
Firm Yielding
Rigid Abasement Dependency
Order Approval
Techniques of
Information Dominance Authoritarianism
Use Recognition
Flexible Machiavellianism Affiliation
Achievement
Nurturance
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8. Cooperative Competitive
Affiliation Dominance
Achievement Recognition
Revealing
Nurturance
STYLE : INTEGRATIVE STYLE : ADVERSARIAL
Dependency Abasement
Approval Authorotarianism
Concealing
Order Machievellianism
STYLE : INTEGRATING STYLE : EXPLOITATIVE
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9. Aronoff & Wilson’s
negotiation style provide other insight :
The Authoritarian personality :
While notorious rigid in problem solving and coping with new circumstances,
can be surprisingly yielding in negotiations.
The Abasement personality :
May be self sabotaging as a negotiator, working in a variety of conscious and
unconscious way to evoke dissatisfaction and irritation from other.
The Nurturance Personality :
While consider new information, may not be open enough to move within the
dynamics of the negotiation process
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10. Terima Kasih
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